This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend. [...]
It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you'll tell your [...]
Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process.
For most companies, referrals are done by the very few sellers who understand their [...]
If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership. [...]
A few years ago I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in [...]
We in sales work in what we like to claim is one of the highest paid professions, yet statistics indicate we are, in fact, employed in one of the lowest paying professions. In fact, we are engaged in a business that is unevenly divided between a relatively small group [...]
Knowledge should be one of the most powerful tools in our toolbox.
Knowing how to use specialized industry vocabularies should also be one of our basic and power tools.
In reality, for many of us, knowledge and specialized lingo are powerful—in costing us business.
Naturally a great many new salespeople are [...]
We wicked sinners must beg forgiveness and change our sinful ways if we want to build sold relationships with our prospects and have them sign those sacred documents, our contracts.
A reading of much of the Old Testament sounds like a modern day sales meeting—a great deal of hearing, very little [...]
The Most Underutilized Strategic Advantage
By Lee B. Salz
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the [...]
During my three decades in the sales industry I've worked with, met, coached, and observed thousands of sellers from a multitude of industries. They've been new and experienced, inside and outside sellers, big ticket and small, specialized products and services as well as common, commodity products, some very successful [...]