Above and beyond the sales training you’ve received throughout your career, where would you like to improve in the area of leadership education that you believe would most improve your sales results?

Today the question is for salespeople and sales managers. Who Are You talking to? One of the most effective things you can do to improve your sales results or the sales results of your B and C players is to make sure to speak to the person who can say “yes” to your proposal.

As salespeople we know we need to follow a sales process to be efficient and successful. The real value to following a process is that it minimizes anxiety, putting you in a better frame of mind when you’re with the customer. And the customer senses this, helping make them more receptive to your message.

Are you familiar with the 80/20 Rule, also known as the Pareto Principle? The 80/20 states that 20% or salespeople produce 80% of the results. Is this true in your company sales environment? In this episode I break down the steps required to be in the 20% of salespeople.

The best sales advice I ever received was good advice when I received but, better yet, it’s easier today than it’s ever been to put this advice into action.

Today I share my thinking on why I believe Sales leaders must have a business development mindset and be strategic in their thinking for long term sales success.

In this episode I ask sales leaders in what one or two areas would you most like to improve in professionally and personally over the next 12 months?

Why did you take a job in sales? How has your thinking about a career in sales changed over the years as a “practicing” sales leader? In this episode I share my own experiences on how I got into sales, the types of roles I’ve had and why I believe sales leaders have an opportunity to create a lifestyle which provides for control over your time and income.

There are the traditional tactics such as cold calling and cold emailing, asking for referrals, etc. But today, when decision makers are overwhelmed with sales proposals what are some creative tactics your using to get in front of your ideal prospect?

In this episode I ask the question, is there a market for fractional sales management?