Do you have good answers to these three questions? My favorite part of any sales training workshop is the “Understand” phase. This is the part of the day when we learn how to get better at asking questions. As good as we think we are, we can always get better […]
Help your customers! Especially when your product list looks like the menu at Cheesecake Factory On my first day in sales, I went to my manager’s office to get some training on what to do as a salesperson. After three years as an office manager, I was making the big switch to sales. “Here you […]
How to Drive Less and Sell More Help your customers! Especially when your product list looks like the menu at Cheesecake Factory Most of us don’t spend enough time with our current customers on buying more of our products and services. Read the blog article and listen in as we discuss a very simple […]
Good enough is never good enough in sales Every year, you will lose 5, 10, 15, 20% of your customers! You put in the correct number for your company or territory. Either way, suffice it to say you will lose customers every year. They retire, pass away, switch to a competitor, or stop raising the […]
Sales Complacency Good enough is never good enough in sales Every year, you will lose 5, 10, 15, 20% of your customers! You put in the correct number for your company or territory. Either way, suffice it to say you will lose customers every year. They retire, pass away, switch to a competitor, or […]
Go-To-Market changes in a post-Pandemic world First published in WABA Quarterly Magazine: Summer 2021 issue How will you position your sales team to be successful and profitable for the company? In every generation, there is that moment when life will never be the same. These cataclysmic moments change us forever. We will refer to life before […]
Sales Team Evolution Go-To-Market changes in a post-Pandemic world How will you position your sales team to be successful and profitable for the company? First published in WABA Quarterly Magazine: Summer 2021 issue In every generation, there is that moment when life will never be the same. These cataclysmic moments change us forever. We will refer […]
Sales lessons from a great movie Want to watch a great movie? One that is entertaining and has seven critical selling skill lessons? Several years ago, “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. At first glance, it looks like a rags-to-riches heartwarming […]
7 Lessons from the Founder Sales lessons from a great movie Want to watch a great movie? One that is entertaining and has seven critical selling skill lessons? Several years ago, “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. At first glance, it […]
Interview with Sara Beasley, Territory Business Manager Join me today as I interview Sara Beasley from Koch Agronomic Services Sara spent the last 14 years working in agribusiness sales. Calling on producers and agribusiness buyers across the Midwest, Sara sat down with me to talk about two of the most critical selling skills: Asking questions […]
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