Shake it off
When you experience rejection you have two choices: Allow it to affect your confidence and self-worth, or “shake it off” and move on. Don’t let rejection break your stride and keep you from accomplishing what needs to be done. The rule of thumb in sales is to expect three to five no’s before getting a […]
Start thinking creatively
Advertising Executive George Lois said, “Creativity can solve almost any problem.” The creative act, the defeat of habit by originality, overcomes everything. The only way you can release your creativity is to identify the barriers and start removing them. A common one is “We’ve always done it this way.” It could also be policies, rules […]
When to have a (sales) meeting or how not to waste people’s time
Have you ever sat in a meeting, sales or otherwise, and wondered why you were there? Why some of the other people were there? Better yet, have you ever organized and led a meeting where the participants were wondering why they were there? Meetings, if done correctly, can inform or get decisions made or both. […]
A bad attitude is like a flat tire
Have you ever walked outside to get into your car only to notice that one of your tires is a little low? As a quick fix, instead of immediately taking it somewhere to get fixed or replaced, you just pull into a gas station and put some air into it yourself. How many times have […]
Coaching your team on balancing prospecting behaviors: social media vs. traditional prospecting
When you direct your sales team to go prospect, what do you tell them to do? Cold calls, walk-ins, email, snail mail, buy ad space, free talks, social media (Facebook, LinkedIn, etc)? Do you have a prospecting plan for your team? Do you have an automated prospecting system that populates your CRM? If yes, you […]
No one knows how to navigate change better than a startup
Age isn’t everything. In today’s increasingly competitive marketplace, the ability to quickly react and adapt to change is critical to success, and no one knows this better than startups. Unencumbered by legacy processes, smart startups enter into the market ready to react and stay agile, given the unpredictability and risk they face in their early […]
Educate your customers
The fear of losing the sale has caused many salespeople to discount the price. But that means that they are discounting their credibility, setting themselves up for future price reductions. Rather than discount the price, educate your customer on the value that your product or service provides in two crucial areas: quality and customer service. […]
Sales goals, sales compensation plans and mismatched agendas
From time to time, I have a rash of common concerns from clients, and this time it has revolved around how to motivate the sales team members and pay. Companies are paying their salespeople and not getting the revenue production that they had hoped. The owners and presidents are fed up with highly paid salespeople […]
Sales goals, sales compensation plans and mismatched agendas
From time to time, I have a rash of common concerns from clients, and this time it has revolved around how to motivate the sales team members and pay. Companies are paying their salespeople and not getting the revenue production that they had hoped. The owners and presidents are fed up with highly paid salespeople […]
Ohio Roller Girls polish off season 10
Whether you’re talking about Texas Chainsaw Sasskicker, Garden of Beatin’ or Kitty Liquorbottom, the Ohio Roller Girls know how to have fun. And this month, OHRG is heading to the playoffs after another successful season.