As a Sales Performance Coach, one of my most favorite activities is being in the field doing a Ride-Along with my clients. What is a Ride-Along? Essentially, I am in the field with a sales-person and I am observing how they perform during a live prospect or client sales call. (more…)
Customers are the backbone of your business. No matter what product or service you offer, you depend on the clientele to keep the lights on. There’s a lot of competition: if you don’t take care of your customers, they will go elsewhere. (more…)
“New year, new me!” Around this time of year, it’s common for people to set New Year’s Resolutions. They want to get in shape, or do better at work, or achieve some other vague goal. And most of the time, they don’t succeed. In fact, only 9% of people who set resolutions will see them through to the end of the year. I hate New Year’s Resolutions. Instead, I want to talk about how I took a different approach to my goals in 2022, and ended up running 1,000 miles. (more…)
We have all heard of the Assumptive Close in selling. However, I am not going to write about the Assumptive Close today. Instead, I want to remind sales professionals to “Never Assume the Sale.” (more…)
