Selling Smarter Blog Archives

Selling Smarter Sales Coaching BlogChronological Post Listing

Check

Real Sales Opportunities: The Four Critical Qualities

How much time to you spend pursuing opportunities that never come to fruition.  What if you could avoid the potential ...
Read More
Hurdle

When Being Smart is Stupid

Getting Prospects to Take Action We've all been there.  You know how much your prospect needs what you have.  It's ...
Read More
Rose Colored Glasses

So You’re Sayin’ There’s a Chance!

Sales people have a common, frequent fear: Losing the Sale.  They go to great measures to keep their deals alive ...
Read More
Hand Shake

Determining Sales Skills Competencies

Interviewing and reference checks are an important part of preliminary hiring decisions. However they are inherently biased. How do you ...
Read More
Gun Salesman

I Don’t Have Time To See Some Crazy Salesman

Decision Makers Have Always had Gate Keepers Your project or service may be a potential game changer. But you still ...
Read More
Eskimos

Selling Ice to Eskimos: Not all it’s Cracked Up to Be

Old World Selling There was an old saying about the prototypical star salesperson. He can sell ice cubes to Eskimos. ...
Read More
Buying Decision

Order Takers vs. Influencers

Sales Job Titles In all walks of business, there are sales people. There are some sales-phobic, mathematically challenged folks who ...
Read More
1st Commandment of Selling

The First Commandment of Selling

Are you Puking on Your Prospects? We all understand the act of regurgitation.  I'm referring to the metaphor that means ...
Read More

Identifying Potential Star Sales Performers

New, Groundbreaking Research on the Attributes of Top Sales Performers I've heard various theories and opinions. Some companies use DISC ...
Read More
Dread

The Five Dreaded Words: How Do You Respond?

What are the Five Most Dreaded Words in Sales? If you sell for a living, you are destined to hear ...
Read More