Often times sales reps tend to put all their focus on acquiring new prospects. New prospects are great, but don’t forget about your existing clients. Ignoring your existing clients is a big mistake that can cost you big time. Here are some...

There’s not a salesperson out there who doesn’t dream of their prospects answering all of their phone calls and replying to all of their emails. Not only is this unrealistic, it’s downright dangerous to have these high level expectations of...

As a sales manager, you are charged with building a repeatable, scalable sales process for your company. While this is a tall order to fill for most, don’t let it stop you. Building a repeatable, scalable sales process will challenging....

You’ve heard the saying “time is money.”  Nobody wants to waste their money. However, there are too many moments when your salespeople waste their time on activity that will not generate sales. The most valuable asset for anyone is time. If...

Most salespeople say they shy away from leaving voicemails because of the lack of call backs. The real reason is that they don’t like being locked up in voicejail. If you aren’t leaving proper voicemail messages you are missing out on an...

Closing a sale is the most important aspect of a salesperson’s job. Both amateurs and professionals are prone to bumbling the close. In order to be successful when closing sales, avoid these 5 costly mistakes: Not Actually Asking for the Order...

One key to increasing your sales performance is increasing your skill of personal awareness. Personal awareness is defined as recognizing one’s influence on others. When personally aware, you can focus all your attention on others as opposed to...

Cold calls have become bad words in the circle of most salespeople. It’s a big mistake to completely write off cold calls. Just because a prospect is cold doesn’t mean they aren’t valuable to you.  With the right strategy, you can learn to...

One of the most important things you can do before introducing yourself to a prospect is research. Researching your prospects allows you to personalize your calls so that you can have purposeful conversations. Going into a call with limited...

Congratulations! Your hard work has paid off and you’ve been promoted, and now you are a sales manager. Being a new sales manager can be very exciting, but it can also be very challenging. You will face new hurdles that you will have to deal...

The traditional elevator pitch is a tactic that we’ve all been trained to use at some point in our sales careers.  We’ve put so much time into creating the perfect elevator pitch that doesn’t even work. Elevator pitches fail more times than...