Keeping a clean pipeline for your sales team provides incredible insight into several areas of your sales department. It takes a particular discipline to stay on top of the pipeline, and it is well worth the effort.  To start, you need a tool that will allow you to access your pipeline at any time...

One of the most crucial aspects of success as a business is the ability to keep your sales pipeline full. Without a full pipeline, you may see a drop in sales rather than the steady increases you're expecting. Luckily, there are many ways to fill your pipeline when it seems to be emptying. Here a...

World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this probl...

Sales structure organization can bring new skills to light and help put tired and outdated concepts to bed. Just because a strategy worked for your team five years ago doesn't mean it will still bring out the best in each team member so that your team will flourish now. Consider revising sales goal...

The things you do are often more powerful than the things you say.  New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who c...

Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally. For departments and teams to be efficient everyone needs to work together to execute and finish ...

  I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible. It is certainly true that decision makers have more requests for their time today than ever before,...

Trigger Warning... If you get easily offended by brutally honest feedback that might seem harsh and mean, you might want to skip today's blog post. Ok, now; that we've gotten that out of the way, here's that brutally honest and possibly mean content: You should NOT invest resources into poor-perf...

What is the best way is to start a conversation? Ask the other person a question.  We learn by asking questions. Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them. “Judge a man by hi...

Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-b...