Sales Learning Resources

Selling Strategies – The Four C’s of Social Selling on LinkedIn

How can you use LinkedIn (LI) in your selling activities?  That’s a question we get frequently from our clients and the sales consultants we coach.  LI has emerged as a beast, particularly in the B2B selling space, and has made networking far easier and less time consuming than the old days.   In the BL […]

Sales Skills – How to become a trusted advisor

Salespeople, particularly salespeople in certain industries, are among the least respected occupations out there, bested only by attorneys and politicians.  Now that’s not me talking, but the annual survey done by the Gallup research organization. Why is that?  This article answers that question along with how salespeople  can develop their sales skills and transform from […]

Sales Closing Rate – 3 Ways to improve it

As a fractional sales manager and trainer, the most frequent question salespeople ask me is this – “I have a lot of proposals out but I can’t seem to close them.  Help me improve my close rate.” My response is always the same – “I can definitely help you improve your close rate, but it’s […]

Sales Management – How to identify a natural born salesperson

Sales managers and leaders are always on the search for good salespeople.  They’re hard to find.  Sales is a unique occupation – a demanding one with huge potential payoffs.  So what do you look for in a salesperson – one who has the potential to be a star? An article in Harvard Business Review (HBR) […]

Overcoming Sales Objections – 4 Strategies for Getting Past Issues

Whether you call it a sales objection, conflict resolution or resolving concerns, all salespeople will encounter situations in which they have to deal with an objection or something with which the customer disagrees.  This is a critical part of sales leadership.  This article provides 4 strategies for overcoming sales objections. What are you most common […]

5 “Best Practices” From Top Sales People

  1. Setting goals – Not only do the top sales people set revenue goals, they set personal goals as well. Most of the top sales people that I have interviewed over the years will have a personal goal that drives their professional goals. For example, I recently spent time with a top commission salesperson […]

Sales Performance – 3 Strategies for Elite Salespeople

Elite salespeople are the top 20% in their industries.  One stat I read recently reported the top 20% sell 62% of goods and services.  This excludes large capital sales.  How can the top 20% sell nearly two-thirds of all goods and services, while the remaining 80% only get what’s left? There are several reasons for […]