Too many sales organizations believe that if it can be measured, we might as well have it as a metric. Or, just because it’s easy to measure, it’s … [Read more...] about 10 Sales Metrics that Actually Matter
How to Score Your Prospects
Scoring your prospects can help you manage your time. Who is a priority? I challenge you to rate your prospects A, B, C. I’ve created eight questions … [Read more...] about How to Score Your Prospects
8 Pre-Call Mindset Secrets for Sales Professionals
Your pre-call attitude determines your post-call results. Did you know your mindset affects your ability to listen better? You hear more things, … [Read more...] about 8 Pre-Call Mindset Secrets for Sales Professionals
Why Customers Don’t Want to Buy
Customers don’t want to buy. Why should they buy anything? What they’re willing to do is spend money to have problems solved. They have a challenge, … [Read more...] about Why Customers Don’t Want to Buy
5 Ways Sales Is More than a Career
Sales is more than a career. It’s a lifestyle. While you’re elevating customers, you’re also elevating yourself. Why are you in sales? I love sales … [Read more...] about 5 Ways Sales Is More than a Career
6 Reasons to Let Your Customer Be in Control of the Sales Call
Can you let your customer be in control of the sales call? Less talking, more listening is a recipe for customer engagement and trust. Once you get … [Read more...] about 6 Reasons to Let Your Customer Be in Control of the Sales Call