Partners in Performance Blog

Deconstructing Big Whopper Sales Mistakes

Sales-MistakesOne of my colleagues was recently lamenting about his frustration in a sales pursuit. To me, he committed two really big whoppers of sales mistakes. He was not successful in securing the business with a client he wanted, which is a shame. The prospective client had a tough problem which could have been alleviated with my colleague’s help.

For Fred, my colleague, it was not only a lost sale but a missed opportunity to contribute his unique expertise and make a positive difference. By all rights he should have won this business. … Read More

LinkedIn for Sales Leaders:
5 Strategies for Results

LinedIn-for-Sales-Leaders

My research tells me that leveraging LinkedIn yields significant sales results. I am working with Kristina Jaramillo and her partner Eric Gruber of GetLinkedInHelp.com to help me execute a focused plan for LinkedIn. Their approach is strategic and that’s what resonated with me. This guest post written by Kristina speaks to the importance of having a strategy for social selling.

Guest Post By Kristina Jaramillo

I’m sorry to say – but most sales leaders on LinkedIn do not have a strategy. They have a shopping list of tactics that need to … Read More

Intentional Selling : The Power of Intention for Accelerating Sales Results

Intentional-SellingAnyone who works with me and knows me has heard me rave about the power of intention. It’s no accident that I named my sales process training Intentional Selling. What does the word ‘intention’ mean to you? How would you define it? And what does it have to do with selling anyway?

In my Intentional Selling workshops one of the foundational concepts I establish right at the beginning is the power of intention. When I ask people what the word intention means to them, … Read More

Your Email Is (NOT) Important to Us!

E-Mail AttachmentWhen an email starts with “Your email is important to us,” you can be sure it’s been generated by an automatic responder system. In other words, it hasn’t been written specifically to you by some attentive person who’s actually read your email. It’s a lie.

And yet how many of us write personal emails to clients and people we do business with – i.e. real people – and sound just as phony, just as impersonal? Worse, we write emails to clients that address our own needs and interests with little attention … Read More

Top 10 Sales Trends that Dominated 2013

CPSA logoIn a recent survey to my newsletter subscribers, The Canadian Professional Sales Association (CPSA) was identified as the overwhelming favourite online resource for staying up to date on sales techniques. Check out my blog for mentions for other ‘go to’ web resources.

A great example of the good work done by the CPSA is their article 10 Sales Trends That Dominated 2013

All of the trends that dominated 2013 will continue to be important in 2014 and I encourage you to read the article if you haven’t already seen it. Better … Read More

The Selling Mindset: What one man taught me and how it changed my life…

selling mindset

Every once in a while something happens that changes your life forever. Here’s what one man taught me that formed my selling mindset. I learned that the right selling mindset is the fastest way to produce sales results.

In the early 90’s, Al Kupcis was President and CEO of what was then Ontario Hydro. He led the company through an intense period of deregulation and massive change including downsizing, reorganization and restructuring. Al Kupcis has no idea how much my one meeting with him changed my mindset about … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More

How Long Is Your Sales Cycle?

It is as long as you think it is.

As we think, so we shall do: If we think something will take a long time, it most certainly will.

While there are many factors that contribute to compressing sales cycle time, shifting our beliefs and assumptions is certainly a critical starting point. It’s like the classic children’s story about the little engine that could. ..”I think I can, I think I can, I think I can.”

A client recently told … Read More