SELL LESS
SELL LESS “What the heck, Jill? A sales expert is proposing we sell less!” I’ll get to that in a moment, but first … some big news.In 2019 (before COVID became a household name), I made the commitment to my family to retire salesSHIFT by mid-2020. After two decades...
Don’t Count the Days
Not sure where I first heard this statement but, as we find ourselves weeks into one of the most challenging business environments of our lifetimes, this is my rudder in these choppy waters. “Don’t count the days. Make the days count.” You may be one of many who find...
A Critical Reminder for Every Sales Professional
This post is short. But it is important. Please read it. Because it will help you manage through – with positive results – what may be the most challenging period of your sales career. With clients and prospects in a holding pattern – cancelled,...
THREE QUESTIONS EVERY SALES PRO NEEDS TO ASK
This month, some of you may be tempted to dismiss this post as ‘book marketing.’ Please do not do this. If you have subscribed to the salesSHIFT blog for any length of time, you know that I only post to my blog when I have something to say of relevant...
ARE YOU SETTING YOURSELF UP TO LOSE?
Three different clients recently sought my consulting support for the same reason. Each of them was in a competitive bid for a new high-value client. Each harbored concern that their traditional proposal would not hit the mark. They were right. I have reviewed a large...
OLD DOG, NEW DOG. CAN YOU TEACH THE RIGHT TRICKS?
“Can you teach an old dog new tricks?” I have been asked this question multiple times over the years… in a variety of expert interviews and by concerned sales managers leading an aging team. While I hate the expression “old dog,” I have an answer… “Yes,...
Sales People Are Confused
Sales people are confused. And who is creating this confusion? Sales leaders and sales experts. The very people who are charged with guiding and supporting your sales success. Think about what we throw at you on a daily basis. Make more calls! Make fewer quality...
The BIG Sales Motivator That Most Leaders Forget
Numerous books have been written on the subject of motivation. An entire industry thrives on the concept of offering sales teams elaborate incentives to drive superhero performance resulting in higher revenues and profits. But I want to share an important observation....
Eight Ways to Get Ahead of Your Competitors This Summer
Review your objectives It is midyear. A perfect time to revisit your goals, reflect on your activity and measure your progress to date. Are you committing focused time to the handful of critical priorities that will get you to your year-end targets faster? Are you...