Sales Archives - Vistage Executive Street Blog
Picture this: A sales manager is meeting with a salesperson to discuss why his once-full sales pipeline is now empty. The salesperson has an explanation. Read More
We’ve all heard the phrase, “You learn more from your failures than successes.” Now, let’s apply the emotional intelligence skill of reality testing. Companies and Read More
In my years of experience working with (and for) companies large and small, I have discovered that there is a common element to the most Read More
Several runners of a half marathon in Bangalore, India abandoned the race when they found out that the pace car missed a turn, leading nine Read More
“My sales team doesn’t ask enough questions.” This complaint consistently ranks in the top three voiced by CEO’s and sales managers. There are hundreds of Read More
There are hundred books written on how to close more business. Ask questions to insure you know the prospects goals and challenges. Read their personality Read More
Fridays with Vistage is a webinar series on relevant, timely and actionable business topics to help you generate results in your business. On Friday, September Read More
In the early 1960’s, Walter Mischel, professor at Stanford University conducted the infamous marshmallow test. Mischel and his team of researchers tested four year old Read More
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
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
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
What’s the best way to transition a sales account? It’s a good question.
Handing off accounts – or transitioning territories – is a potentially touchy Read More
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
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
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
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
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
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
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
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”
- We are a “sales-focused” organization!
- This year’s strategy is to focus on sales.
- Nothing moves until you sell something.
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
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
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