Your Daily Sales Habit

What are your daily sales habits? How do you kick start each day to ensure you have a productive, results focused day? Do you get lost in your email? Do you grab a coffee and chit chat with friends?

Every morning I wake up and have a glass of water with a squeeze of lemon juice. It’s supposed to be good for the liver. What’s more important to me is that this … Read More

LinkedIn for Sales Leaders:
5 Strategies for Results

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 … Read More

Levels of Intention Predict Sales Success

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 … Read More

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

I 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 … Read More

3 Reasons You’re Not Using Referral Marketing for New Leads

The most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals.

Event marketing, email marketing, research marketing, social media marketing are all excellent strategies for getting new leads for sales. But by far, one of the most under-utilized source of new business: referral marketing.

According to a study titled “Referral Programs and Customer Value” (published January 2011 issue of the American Marketing Association’s Journal of Marketing), customer referral programs are indeed a financially attractive way for firms to acquire new … Read More

Top 10 Sales Trends that Dominated 2013

In 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. … Read More

Favourite Websites for Sales Techniques

In 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 … 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