True cold calling should be a thing of the past

by | Dec 14, 2015 | Prospecting

  In 1976, my sales manager at Burroughs Corporation would walk into the sales bullpen and utter the familiar words: “Is anybody buying something from you in this room?” His point was we needed to get our butts out of the office and into our respective sales...

Are you really listening or just waiting to speak

by | Oct 9, 2015 | Sales Skills

There is a huge difference between truly listening to and digesting what your prospect is telling you and just waiting for your turn to speak! I truly believe that we as professional sales execs make this mistake more times than we care to admit.  And quite frankly,...

There is a second level of sales qualification

by | Sep 10, 2015 | Sales Skills

  You have qualified your prospect and placed him on your sales forecast. Your sales manager asks you why you feel strongly that your deal will close this month and you go through the logical reasons you have forecasted the transaction. Most likely they include...

I bet you’ve heard these words before

by | Aug 11, 2015 | Sales Skills

  Senior management never buys this product Corporate policy prohibits this The executive suite makes those calls These decisions come from above It’s always been done this way That’s just the way it is here The man upstairs calls the shots When you hear one of...