Articles

Seriously!  How many people think that salespeople need to be outgoing, gregarious talkers?  Well, read this article, and you may decide to modify your perspective.  This article by Maura Schreier-Fleming is thought provoking and highly encouraging to salespeople who have engineering degrees and backgrounds. Also hiring managers:  Take notice! https://www.bestatselling.com/engineers-can-make-best-salespeople/

Most high achievers have a morning routine that sets them up for a focused, productive day. However, not too many have an end-of-the day routine that puts the bow on the present! The value of the end-of-the day review is two fold. 1) Recommend you write down three things that worked. Allow yourself to acknowledge […]

One sure way to blow your credibility is to give a presentation and ‘um, ‘er and ‘ah throughout.  This is true for telephone conversations and presentations too! When you stand up before a group, did you know that in 11 seconds people are making over 22 judgments about you? (Resource: Naomi Rhode, Certified Public Speaker) […]

Most salespeople agree that goal setting is vital to their careers. They set the goal.  Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]

In the past couple of weeks, two salespeople fessed up to the fact that they “hate” it when salespeople call them.  They check caller ID and refuse to even consider taking a call.  They disrespect and resent their own kind. Sheesh!  That is a major internal conflict for a salesperson; isn’t it? A salesperson who […]

Last week I spoke at AA-ISP Conference (American Association for Inside Salespeople) in Atlanta on How to Overcome Sales Call Reluctance. One of the attendees shared that she had sent a targeted email to a prospect.  Her email system showed that the recipient had opened the email.  She took this as him having a level […]