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....
Smart. Simple. Now go do it.
Last month I received a referral from a client to a fellow conference organizer. She finished her email with these words, “Jill, I love hearing you speak, so anytime I can refer you into an event I am already planning to attend, all the better!” Awesome. Thank you!...
Are You Neglecting Your Strategic Role?
I love cars. And the thrill of owning a new one. But I hate the process of buying one. In fact, I don’t know many people who enjoy it. It’s a little like your annual physical: You know exactly what is going to happen. None of it is pleasant. And yet it has to be done....Sales people: Toughen up and sell more.
Don’t be turned off by the subject line of this issue. I am not about to ask you to go out and beat up your clients and prospects. I am asking you to be prepared to have the tough conversations that most sales people avoid, the ones that will dramatically improve your...