sales

Let’s all pause for a moment… How well do your salespeople know their clients and how well do your clients know your salespeople? How would your clients describe your salespeople? Your clients hold the keys to your success. They’re no longer at the mercy of you, your Read More

Sales professionals think before they act. They plan, prepare and practice as they build a foundation to success. They lead with intention and become the example. They are precise with their decisions by aligning their vision and values to earn the respect of their clients. With Read More

Mediocre, average, ordinary or complacent — these would not be qualities associated with successful salespeople. Curious professionals make an impact, achieve success and smash their sales targets. Being insanely curious is a required character trait if you wish to master Read More

This piece originally appeared on the GreatAmerica Office Equipment Blog forum. Click here to read other topics of interest to our industry. Do you automatically lead with price when you sell? What happens when you bring a product or service to market at the lowest price? Does Read More

We all love a great story. If you want to successfully sell yourself, your vision, your ideas, and your products, you must recognize the power of storytelling. You must become proficient in telling your own story! You do have a story and I’m here to say, it must be told. Read More

We are still amid a crisis, however; one pandemic I’ve become witness to recently is known as SAD. It’s unfortunate but many are suffering from Social Attention Disorder or commonly known as SAD. It’s a rampant epidemic brought about by empty suits, facades and Read More

Heart in sales, it’s not a dirty word. Within the sales culture, an image of the heart is often associated with weakness or being too mushy-gushy. However, the heart is strong and powerful, the driving force of life, one heartbeat at a time! Your ability to succeed becomes Read More

Think about this statement for a moment: Sales reps who take over conversations poison their own well. When you steal your customer’s voice, you lower their belief in you. Narcissistic sales reps enjoy hearing themselves talk. Without fail, they find a way to circle back to Read More

This piece originally appeared on the GreatAmerica Office Equipment Blog forum. Click here to read other topics of interest to our industry. I’ve been in sales for years. Since 1998, I’ve worked with over 500 companies coaching over 20,000 salespeople about contemporary selling Read More

“The heaviest thing in the world is an empty pocket.” Yiddish Proverb Translated to sales: “The heaviest burden a sales rep can carry is being an empty suit.” It’s happening within many, and I mean many, sales bullpens! Reps complaining about lack of Read More

Take care of your customers or someone else will! How many times have you heard that one? Yet, how many times do we fail at taking care of our customers in the way they want to be taken care of? Successful leaders know in order to grow sales you must take care of your customers. Read More

Question for all those in sales…Whose responsibility is it to ensure you have the skills, knowledge, behavior and tools need to engage in meaningful conversations? Personal accountability, it’s the foundation of sales success. How much of your success would you say is up to Read More

Have you ever wondered why some people in your organization, or your network, seem to have all the luck? They tend to get promotions and their professional momentum is never stalled out. It’s not luck they have, it’s something else. And you can have it, too! What do they have Read More

How often do you hear the key to success is customer service, yet this is one of the greatest struggles for many in sales? I have a solution, but it requires more than a change of focus. It requires a change in purpose. The key driver to great customer service is to become a Read More

The sales world has changed. You can say Father Google, along with technology, has been the catalyst. The shifts have been dynamic, widespread and it’s impacting everyone from those in the C-suite to those within sales. The sales process and journey is so different today Read More