Setting SMART Goals for the New Year

With the New Year, many of us are in planning and goal setting mode. This is the time we take stock of our territory, account, financial, and personal sales goals. We begin each year with the best of intentions – focusing on the basics: better responsiveness, enhanced...

Q4 and the Customer Choked

We’re driving down the final stretch. It’s crunch time for most sales and sales leaders. The quarter, and in many cases, the year is riding on the next three months. How many times have we seen customers hit the pause button? They ask for a larger discount since...

What Went Wrong?

Isn’t it funny how things seem to happen at the same time? It’s like when you buy a car, you suddenly see it everywhere you go. I recently wrote a post about one of the worst sales calls I’ve ever experienced. Scroll down to the comments – they say it all. Last...

One of the Worst Calls in a Decade: Crash and Burn!

I sometimes wonder how this could still be going on in today’s day and age.  We are now living in a digital world.   Everyone says it makes it harder for sales teams because the buyer is now more informed! I say that this is BS.  Although they are more informed, at...

251 days- 141 left

251 – Is the number of selling days there are in a normal calendar year, and we’ve already had 110 this year.  While this doesn’t sound like much, by the end of this month (June) we’ll have had half of them. It’s time to take stock of you and/or your team – Where are...

Sharpening the Saw – How to Keep Your Skills Sharp

Did you know it only takes two weeks for a muscle to atrophy? What about our skills as a sales team? I love the following scale: Unconsciously Incompetent – we don’t even know what we don’t know. Consciously Incompetent – we’ve become aware of what we don’t know. This...

Shrinkage?

How much did your funnel shrink in the last few weeks?  Did you have deals slip? Initially, many clients share that they have 40 percent or more slippage in a given quarter.  The sad truth is that when we ask selling teams and management the question “does the amount...

Does Value Still Matter?

Value is a term that is fast becoming ubiquitous in business. It is interesting that value can either be a noun, a verb, or an adjective. Value has so many meanings to so many different people. Yet, in the world of the sales professional, the concept of value is more...