You know the question that most people ask me on LinkedIn? Which sales books do you recommend to read and which sales conference do you think is worth attending. Now, anybody who knows me knows… Read More »The Missing Element of Sales Books and Conferences
Demos, neatly scheduled into every sales reps calendar every single day. They’re the bread and butter of any sales pipeline. If you as a sales rep aren’t doing enough demos, chances are you won’t have… Read More »A Guide to Nailing Your Sales Demos
High vs low sales performers, what’s the difference between the two? When I started out in sales over 7 years ago, I thought high performers are the ones with the most experience. This cannot be… Read More »8 Key Differences Between High and Low Sales Performers
Qualification is one of THE most important steps when it comes to sales. Without knowing what a prospect is looking for and what their needs are, you can’t have a structured sales process. There are… Read More »How to Qualify Leads – A Guide to Sales Qualification
In my last blog post, I debated whether a sales manager should sell and carry a quota. It’s a controversial topic and opinions vary depending on who you speak with. I guess I have a knack… Read More »The Ultimate Guide to Designing Your Sales Compensation plan
Can a selling sales manager be successful? Should sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for… Read More »Should a Sales Manager Sell?
Ever heard of this guy? No? Does Gary Vee ring a bell? What do they both have in common, you ask? They both represent the epitome of success and THE most overused word in sales… Read More »A day in the life of a sales person