Partners in Performance Blog

Intentional Selling: Reframe Limiting Assumptions to Ignite Sales

Intentiional MindsetIn a previous post I discussed the Power of Intention for Accelerating Sales Results. The notion of intention is a foundational building block that I weave into all of my coaching and Intentional Selling sales process skills training. That’s how important it is.

If you want to increase your sales results and shorten your selling cycles, there is nothing more streamlined than becoming aware of how your mindset impacts your selling behaviour. Read my post on Intentional Selling: Why 3 out of 4 People Suck at Sales to learn more about … Read More

Levels of Intention Predict Sales Success

Levels of Intention You know your intention, but how well do you know your levels of intention? Here’s why this is so important for sales success.

First let me ask you this: What does the word ‘intention’ invoke in you? “The road to hell is paved with good intentions” is a quote that’s been in use since the 11th century. That saying gives the word ‘intention’ a bad rap. And in some situations it should have a bad rap. If we don’t fulfill our … Read More

Intentional Selling: Why 3 out of 4 People Suck at Sales

Sales-success-with-intentional-sellingI recently read in Hubspot some astonishing statistics on the performance of salespeople: A study by Objective Management Group (OMG) concluded that only 6% of salespeople across all industries are “elite sellers”.

They also reported that 3 out of 4 sales professionals are failing. These numbers aren’t coming out of thin air. They are based on the evaluations of 700,000 salespeople!

However the study was not all bad news. The silver lining is that most of the sales professionals in the 74% bracket can … 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

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

Favourite Websites for Sales Techniques

survey resources for sales tecniquesIn a recent survey to my newsletter subscribers, I had a number of interesting discoveries and I’d like to share one of them with you. In the survey I asked “What are your favourite websites for staying up-to-date on sales techniques?”

Favourite Websites for Sales Techniques: Nearly 50% of respondents said none or not applicable, which either means they may be using web resources but none stand out OR they don’t use web resources and aren’t taking an … Read More

What the Ice Storm Taught Me about Sales Preparation

Preparing for Sales What do sales preparation and preparing for the next big winter storm have in common?

More than you might think, as I have learned!

If you live in Toronto and the surrounding areas, you experienced the wrath of the ice storm during the frigid Christmas holiday season. It was devastating and everyone had their stories.

We live in the country about one hour outside of Toronto and our power was out for 6 days and five nights. We had no heat, … Read More

Sales Follow Up: The One Thing Most Sales People Can Do Better

“It’s all in the sales follow up.” This is the mantra I hear repeatedly from several clients I work with in the financial services industry. The sales person calls on financial advisors and brokers to provide advisory support and promote their financial products.

But without timely, value-added follow up, any opportunities that may have been uncovered in the sales meeting disappear into the ether. Without excellent follow up they don’t ‘land the plane’ and results aren’t achieved. Without doubt this applies to every B2B sales person in every industry.

What I find astonishing is how inconsistently this last critical step … Read More