To increase sales results, you must increase selling time. But, how? There are many aspects of sales that get in the way of "selling time." Ask any professional sales person the type of work activity they like the least and the majority will likely mention “the admin work." Why? Because it eats into their selling time, and hence, their earnings. In this article, we will reveal five steps to re...

HOW will you improve sales in the next two months? How will you close more deals to meet your 2016 revenue target? The following tips are designed to help you quickly ramp up pipeline activity and sales results: 1.)    Reward the Sales Behavior you Want: If you are in sales management, it's time to develop sales kickers to ramp up end of year sales activity.  Identify specific goals/target...

The Walt Disney Company is inarguably one of the most successful corporate brands in the world. Like it or loathe it, there are certainly valuable lessons we can learn from Disney’s success over the years.  Originally known for its animated films and theme parks, The Walt Disney Company has developed into a “Diversified international family entertainment and media enterprise.” Today, with m...

With spring beginning to bloom all around us, we are drawn to a spirit of growth and rebirth. Spring cleaning puts us all in a mindset of "out with the old, in with the new."    Along these same lines, it is a good time to be mindful of those habits and hang-ups which may be preventing us from achieving our full potential for success in our lives. How can you grow and thrive to become all you a...

You may have heard about the concept of a Mastermind group and thought, “That’s not for me.” or, “I don’t have time for that." But, be careful not to dismiss this too quickly or you could short change your own opportunity for success! Whether you are starting a new endeavor, or looking for ways to improve your overall business results, joining a Mastermind group can drive you to higher level...

Let’s face it…your lead generation efforts may be going well, but not every qualified lead is  ready to buy when you contact them. Did you know that 80% of sales are made on or after the 5th– 12th contact? It’s true. According to the National Sales Executive Association: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd co...

Several years ago in July, my family and I took a trip to the White Mountains of New Hampshire to do some gold panning for my birthday… We actually registered for a three-hour, organized class on “Prospecting for Gold.” On the morning of the trip, we got up early, and left the house by 7 AM to drive two hours to meet up with the prospecting instructor at a beautiful, crystal clear stream in the...

Looking for ways to get the new year off to a great start? From eliminating time wasters, to accelerating the sales cycle, these tips will launch you toward early success in 2015. When reading these tips, think about which two you will commit to this year. Write them down, make them visible during your work day. Then, begin incorporating them into your daily work habits starting THIS WEEK, to l...

While there may be endless articles, books and videos filled with ideas on the topic of sales and motivation, in the end, selling is a tough job and not everyone is cut out for it.  But, for those who choose a career in sales, there are several key factors that are likely to motivate them to achieve great success. Show me the money?  Although money may seem like the obvious motivator for sales ...

You’ve attended a trade show, met a number of prospects (hopefully!), and now it’s time to follow up. So, how can you maximize your trade show ROI? How soon should you follow up and what approach should you use after the show? Below are five important tips to successful trade show follow up, plus a few bonus ideas to help you get the most out of every conference lead… 5 Keys to Successful Tr...