Sales Archives -  Vistage Executive Street Blog

How to reach a sales commitment in 15 minutes

How to reach a sales commitment in 15 minutes

When we tell someone what we do (we normally sound just like our competitors) or what our product does, we have to hope the suspect Read More

Sales Commitment – Are You Doing What You Said You Would Do?

Sales Commitment – Are You Doing What You Said You Would Do?

In a recent blog, I shared my new favorite book, authored by Stephen M.R. Covey, The Speed Of Trust. I shared Covey’s work regarding the Read More

Two Reasons Your Value Proposition Has No Value

Two Reasons Your Value Proposition Has No Value

It’s called an elevator pitch, a 30 second commercial and a value proposition.    Whatever you choose as a name, the goal is the same:  deliver Read More

Three Reasons Your Sales Pipeline Is A Petting Zoo

Three Reasons Your Sales Pipeline Is A Petting Zoo

Meet Eddie. Eddie is a prospect that has been in the sales pipeline and forecast WAY TOO long. You know this prospect. He is the Read More

The Emotionally Intelligent Sales Manager – Two Ways EQ Improves Sales Leadership Results

The Emotionally Intelligent Sales Manager – Two Ways EQ Improves Sales Leadership Results

Emotional intelligence and sales are usually not even put in the same sentence.  Sales management professionals often confuse emotional intelligence with being soft and a Read More

The Number One Reason Your Sales Team Writes Practice Proposals

The Number One Reason Your Sales Team Writes Practice Proposals

What is a practice proposal?  Practice proposals  are those time consuming documents created for prospects that have no intention of doing business with your company.  Read More

The 20th Century Revenue Myth

The 20th Century Revenue Myth

At the start of the 20th Century, there were no CEOs, CIOs, CTOs or CFOs. There was no Lean or Six Sigma.  The first Read More

Five Steps to Successful Telephone Prospecting

Five Steps to Successful Telephone Prospecting

To paraphrase Mark Twain, “The rumors of telephone prospecting’s demise are greatly exaggerated.” There’s a reason for that.  Today’s plethora of social networking tools have Read More

No Comparison between Landing Big Deals and Winning the Super Bowl

No Comparison between Landing Big Deals and Winning the Super Bowl

Contrary to the popular expression, in the world of sports, winning isn’t everything. It turns out coming in second isn’t bad either. When you come Read More

Are you confusing being busy with being productive?

Are you confusing being busy with being productive?

You’ve all seen this salesperson.  He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for Read More

5 Changes You Must Master to Succeed in Today’s Selling Environment

5 Changes You Must Master to Succeed in Today’s Selling Environment

One of my clients has a veteran salesperson, let’s call him, Bob.  I’ve known him for years.  Bob is a very charismatic person, an absolutely Read More

The Myth of a “Sales Focus”

The Myth of a “Sales Focus”

The myth of a “Sales Focus”

  • We are a “sales-focused” organization!
  • This year’s strategy is to focus on sales.
  • Nothing moves until you sell something.
  • Read More

Align with Your Customers: They are Watching You

Align with Your Customers: They are Watching You

They are watching what you do, & there is NO in-between!  Who wants to admit they are “Herb” from WKRP in Cincinnati or “Willie Loman” Read More

How to Pay Your Salespeople

How to Pay Your Salespeople

It’s one of the most common questions that I’m asked.  “Troy, how should I pay my salespeople?”  Most of the time, I demur, because paying Read More

Planning to Thrive: The 21st Century  Planning Best Practices  to  Grow Sales & Profitable Revenue

Planning to Thrive: The 21st Century Planning Best Practices to Grow Sales & Profitable Revenue

Business Strategy, “Revenue Strategy,” deployment, execution, planning, and budgets where does one start and another end and does it really matter?  Are they all the Read More

Video Blog – CRM & Sales Process Management

How are you using your CRM to improve your sales process? Do you have a process that allows you to stay ahead of the trends Read More

Giving Your Sales Force a Checkup

Giving Your Sales Force a Checkup

Are you getting the results you want from your sales force? If not, maybe it’s time to give yourself a checkup. You do that for Read More

Do You Have What it Takes to Be in Sales?

Do You Have What it Takes to Be in Sales?

Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to Read More

Salem Witch Trials and Sales & Marketing…More in Common Than You Might Think!

Salem Witch Trials and Sales & Marketing…More in Common Than You Might Think!

My most surprising vacation was to Salem Massachusetts.  I had been in Massachusetts hundreds of times and Salem at least 3 times.  This time I Read More

Some Pretty Shocking New Data About Marketing and Phone Calls

Some Pretty Shocking New Data About Marketing and Phone Calls

Calls are en vogue again. According to BIA Kelsey, 64% of businesses say inbound calls are their preferred type of lead. A call converts to Read More

Focus on Business Results Not Resources

Focus on Business Results Not Resources

Early in my prior business, I learned a valuable lesson about why it’s important to focus on business results. This lesson cost my team the Read More

How to Write a Winning Business Proposal

How to Write a Winning Business Proposal

In a perfect world, business proposals are offer solutions to problems faced by prospective customers. Business proposals are supposed to help buyers get the exact Read More

Creating Revenue Growth in the 21st Century

Creating Revenue Growth in the 21st Century

You will successfully sell to prospective buyers when:

1. You proactively compel them to invest in the buying process

2. Buyers opt in as a Read More

Are You Set to Grow in 2014? Creating Clear Performance Goals

Are You Set to Grow in 2014? Creating Clear Performance Goals

Do your employees understand what you want?  Resolve to create performance clarity.

This is the 2nd installment of a discussion about fuzzy job Read More