How to improve sales revenue?

How to improve sales revenue? It is a question that haunts salespeople, managers, executives and owners. Sometimes it comes in a different form: “How the h*ll am I going to hit my number” If you search Google, or Amazon, or most anywhere sales professionals might go, you can find a thousand answers to that question:…

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Are you satisfied with your CRM? If not, maybe it’s you!

Are you satisfied with the way your salespeople are using the CRM you bought? Are you satisfied with the data that comes out of it? Are you satisfied with the degree of engagement between your sales managers and their front line direct reports? If you are not, and you want to fix that, where do…

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How to guarantee that you’ll get the sales meeting

There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and automated / online repeat order situations,…

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Is sales success about doing what is new or doing things well?

I was watching NFL (American) football this weekend, and out of nowhere, a sales related observation jumped out at me. A lot of what I was seeing was not new, but it was executed very, very well. I played receiver back in the “glory days”, and I remember running patterns like the five-step out, flag…

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Does your CRM make you angry? Maybe it should! But what can you do about it?

Why is the subject of CRM so contentious? CRM is one of those subjects that always brings out the fighting spirit in salespeople, sales managers and certainly those who sell CRM systems! But why? Most of those who argue in favor of CRM’s talk about how the data from CRM’s helps to track and manage…

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How to solve the sales puzzle

My work in sales – from selling to managing to training to consulting to writing – revolves around the idea that developing an effective sales process is a good way to improve results and efficiency. As such, I get into a lot of sales conversation with a lot of people about the sales process. Some…

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If you sell you are using a sales process – is yours optimized?

Over the last two decades, I have talked to an awful lot of salespeople about their sales process. Many start by telling me they don’t have one and don’t need one for a variety of reasons. Rather than resisting the idea of process, for whatever reasons, there is a much more useful perspective to take…

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Hey – bad salespeople – we know you are out there!

Sometimes we can learn a lot about selling when we are on the other side of the table, wearing the buyers hat.  I was reminded of this recently – that there are still some salespeople with absolutely no clue how to earn the right to my business and that of my friends.  Here is the…

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McDonald’s and the Sales Process

“Why the %$#@ is this taking so long!!” Ever feel like that when you were standing in a slow moving line at a fast food restaurant? It is supposed to be fast, right?  When things aren’t going as fast as they should, sometimes you need to go to the root of the problem to discover…

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Invisible golf ball sales training

What is the best way to build or improve a sales organization? Some managers simply take the “throw the baby in the water and see if he can swim approach”. Without any preparation or forethought, or a plan of any kind, they just start hiring in a new organization or making changes in an existing…

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