Lessons learned from a fan poster Last weekend, I had the great pleasure of competing in another Ironman race. As always, thousands of fans lined the streets and cheered us on as we swam 2.4 miles, biked 112 miles, and finally capped it all off with a 26.2-mile run. Fans and the posters they hold […]
A yearly examination of your territory, your selling skills, and your sales career June has always been that time of year for reflection on the results of the last 12 months. Until 21, this was the end of the school year and time for my final report card. Pass or fail at going to the […]
Just like an annual physical, we need to stop at some point and take some tests, check the numbers, evaluate the business, review our results, and set goals for the new year. This is part preventative and part proactive. Listen in as we go over some of the tests and analysis you should look at […]
“I sure hope another salesperson stops by today!” A short week calls for a short article. So, let’s get right to the point. The reason for this post is to help you with one of your biggest dilemmas. One of the most common reasons for not prospecting or cold calling is that salespeople don’t want […]
“I sure hope another salesperson stops by today!” Listen in today to get help with one of your biggest dilemmas. One of the most common reasons for not prospecting or cold calling is that salespeople don’t want to be pushy, salesy. They don’t want to be a bother. As salespeople, we want to be wanted. […]
What tools do you use to be more efficient? Towards the end of every sales workshop, I have attendees fill out a quick feedback form. One of the questions I ask is, “What should we have spent more time on? Time management is always at the top of that list. With a large geography and […]
How to navigate the deep waters of selling in agribusiness Today, as you jump into your pickup and venture out into your sales territory, remember that there can be some treacherous waters out there. These waters are filled with dangerous reefs, strong currents, and menacing creatures. But they are also filled with opportunities, new worlds, […]
How to differentiate from competitors and increase your selling success One of my favorite training points with any audience is on the subject of differentiation. It should be the first step in your sales career because it completes the most important phrase in your vocabulary: “Customers hire me to _________ when they want (because) ___________.” […]
How to differentiate from competitors and increase your selling success One of my favorite training points with any audience is on the subject of differentiation. It should be the first step in your sales career because it completes the most important phrase in your vocabulary: “Customers hire me to _________ when they want (because) ___________.” […]
3 sales math equations to make you more successful when selling in agribusiness Several years ago, I wrote the blog, “Sales Math”. The reason I wrote it was the lack of understanding that I saw in new and experienced salespeople alike. When coaching or training a salesperson, I explore their understanding of these basic equations. […]
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