November 3, 2019

In an Earlier Post

I referred to an article that appeared in Forbes magazine.

The article stated, “in 2018 57% of all sales teams did not hit their sales quotas.”

So Much Waste

Can you imagine the amount, time, money and internal resources that were wasted? And, how all th...

September 15, 2019

What Salespeople Need to Know to Hit and Exceed Sales Quota

May 15, 2019

Hitting Your Quota

Today I am sharing a little about your ability to hit your quota,increase your market share, shorten your sale's cycle ,stop wasting time on the wrong prospects and work on doubling or tripling your sales.

Looking Back

When you look back over the last...

May 14, 2019

Sales People not Hitting or Exceeding Their Quotas

March 19, 2018

Part One

Over the next ten days leading up to our seminar March 27, 2018, “How to Fill Your Sales Pipeline with Vast Numbers of Qualified Leads.” 

I will share a Sales Tip each day outlining how you can become a Black Belt in Sales and take your current level of success...

January 20, 2018

  1. Have strong person goals that you are passionate about

  2. Have a a model of your ideal prospect opportunity

  3. Have questions that will gather data to be measured against your model

  4. Break your qualifying criteria into three stages

  5. Label each stage col...

January 15, 2018

She Didn’t Have a Sales Background

Casey called and left a message.” Al call me it’s very important”.

Casey was hired to cold call and close business. She was given 300 leads to call. After sixty days of multiple calls and messages, no appointment and no return calls fro...

October 12, 2017

Did you know that 48% of all sales people never follow up with a prospect and only 25% of all sales people make a second attempt to reach a prospect? This includes your competitors. Imagine your ability to increase your sales, market share and close ratio if this was c...

October 12, 2017

At a business meeting I had the pleasure to meet a number of business owners and salespeople. When I left the meeting I had spoken to five people I had not known and learned about their businesses and what an ideal prospect opportunity was for each of them.

A day after...

October 12, 2017

Meeting with a prospect I learned they had lost about $2,000,000.00 in potential business to their competitors. I also learned additional $1,300,000.00 in orders was no longer coming in from previous
customers.

When I reviewed the notes the salespeople had placed in the...