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 […]
Sell to be understood, not to impress Our waiter ushered us over to our table as we sat down in the small local diner. My potential customer, Mark, knew the place well and most of the patrons in the diner. After he got done saying hello to literally everyone in the diner, we made some […]
Using a napkin to increase sales Sell to be understood, not to impress Our waiter ushered us over to our table as we sat down in the small local diner. My potential customer, Mark, knew the place well and most of the patrons in the diner. After he got done saying hello to literally […]
Marketing and Sales – Reaching Rural America with your Message Join me today as I interview Cliff Callis from Callis Marketing Cliff spent the last 34 years running Callis, a full service marketing and advertising agency. In today’s discussion, we talk about how marketing and sales work together and his approach at reaching rural America. […]
Closing Skills When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!” Prior to any training program, I meet with the manager who brings me in. Typically, we are planning a training session for a mixed group […]
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