Articles

Most salespeople agree that goal setting is vital to their careers. They set the goal.  Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]

In the past couple of weeks, two salespeople fessed up to the fact that they “hate” it when salespeople call them.  They check caller ID and refuse to even consider taking a call.  They disrespect and resent their own kind. Sheesh!  That is a major internal conflict for a salesperson; isn’t it? A salesperson who […]

Last week I spoke at AA-ISP Conference (American Association for Inside Salespeople) in Atlanta on How to Overcome Sales Call Reluctance. One of the attendees shared that she had sent a targeted email to a prospect.  Her email system showed that the recipient had opened the email.  She took this as him having a level […]

Quiz Time!  When you are making your prospecting calls communication is taking place.  What percentage of that communication is the words you speak?   _____% What percentage of that communication is your tone?  _____% The combination of the two needs to add up to 100%. Come on – commit to an answer before you continue reading […]

  “By far the most important consequence of the conceptual revolution brought about by physics is . . . the insight that we had not been using our minds properly and that it is important to find out how to do so.” A salesperson’s mindset is simply a set of beliefs that they have developed […]

A hypocrite is someone who pretends to have virtues that he/she does not actually possess.  A person whose actions belie stated beliefs. The hypocrisy is completely overwhelming! Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those […]