Unpredictable sales results

Unpredictable Sales Results Driving You Crazy?

Are your sales results totally unpredictable — great one day and terrible the next? Do you struggle with recurring cycles of feast and famine? Do you have little to no idea of what you can realistically expect to show up on your doorstep in terms of sales from one day to the next? One of…

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Qualify your prospect

To Sell More, Get Better at Qualifying

Some salespeople waste enormous amounts of time, energy and resources trying to get appointments with, and sell to, unqualified prospects who shouldn’t be sold in the first place. By unqualified prospects, I mean those who may lack the need, desire, budget, money and/or willingness to pay for whatever it is we’re selling. Some lack just…

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The Economy

Don’t Blame the Economy, Fix the Sales Process

When sales are lagging, many salespeople blame the economy. “People aren’t buying.” “The economy is soft.” “My clients aren’t spending money.” While it would be ridiculous to suggest that the economy doesn’t impact sales, it is equally ridiculous to blame the economy. Why? Because blaming the economy (or any factor outside your own control,) disempowers…

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Get the money!

Who’s Responsible for Bringing in the Money?

Quick… answer this question for yourself: Who in your organization is responsible for bringing in the money? If you hesitated to know the answer for even a moment, that is potentially problematic… In my very first post on this blog, I said that “In every organization, there is a person (or persons) responsible for bringing…

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