Do You Make These 13 Mistakes During Your Sales Conversations?

Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty. Knowing the most common mistakes will help you avoid them. […]

Why The Best Salespeople Are Phenomenal Project Managers

At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner. Yet the best salespeople are able to […]

Is Your Sales Team Spooking Potential Customers?

We’re all familiar with the dreaded phone call from a unwelcome sales person. The phone rings from a number you haven’t seen before. You consider letting it go to voicemail, but curiosity wins. You answer – and immediately regret it. On the other end is someone who doesn’t seem to understand your business and doesn’t seem to […]

Always Start With a Vision

Often during a coaching session, I will ask a salesperson, “What is your vision for this account?” More often than not, they reply with what they are trying to sell or how large they want the account to be, almost always in terms of pure revenue value. Some might think of that as a vision, […]