Home Runs… or Singles?

Home Runs… or Singles?

Recently, I was working with a client. One of their salespeople was talking in abstract terms about the time he was spending on a big idea with unattainable clients – home runs – as opposed to smaller accounts – singles. Sports and sales are very...
The Art of Listening

The Art of Listening

We get it! You are a salesperson. You need to sell your product! (It’s like the football coach Herm Edwards famously said: “You play to win the game!”) And we all do this next part: you are already thinking about the next thing you are going to say before the prospect...
Not All Leads Are Created Equal

Not All Leads Are Created Equal

One of the toughest things about selling is qualifying leads – they just aren’t all created equal. What makes some leads better than others? Hopefully, we can tell you in this article, and save you some time.Power Line. Sometimes a person appears to be the...
More Like a Sales Treadmill

More Like a Sales Treadmill

They call it the “sales cycle,” but truly, it’s more like a treadmill, or at the very least, a hamster wheel. You get on it, but you can never quite get off it. If you are in sales, you will understand exactly what I mean here.You have a week with no meetings or calls...
Why Taking a Leave Can Be Good for You

Why Taking a Leave Can Be Good for You

Why taking a leave is actually good for you (and how not to lose momentum while you’re doing it)It’s good for any of us to take time away from work. Whether it’s a vacation or a leave, it ultimately yields many positive outcomes. But a lot of us truly have a hard time...
Selling While You’re Still On Vacation

Selling While You’re Still On Vacation

It’s summer! And while we are all not quite experiencing summer in the way to which we’re accustomed, there are still opportunities to get out of town and change your scenery a little bit. Maybe you’re taking vacation while you’re gone, and maybe you’re just “working...
Taking Your Task List Out of the Sales Process

Taking Your Task List Out of the Sales Process

You’re a salesperson, or in business development, or you’re a revenue officer, or maybe any number of other fancy terms for it. But the main thing that makes you great at what you do is the relationships that you have, and knowing how to be in the right place at the...