Category Archives: Communication

Sales Management Needs to Understand How to Motivate the Sales Team What if the way we motivate our sales people was completely arse-about-face? What would you say if you were told that it has been proven that the greater the incentive the lower the performance? In this very powerful video you will learn why we in business have “motivation” all wrong. Watch this video of a powerful TED talk by Dan Pink. In this video career analyst Dan Pink, examines the puzzle of motivation, starting with a fact that social scientists know but most managers don’t: Traditional rewards aren’t always … Read more

The Simple Sales Secret and the day I really GOT IT! Today I really and truly “got it!” There is a single natural sales approach that all sales greats and great marketers get instinctively. Its’ what makes them so good. It’s what gives them their edge. This one instinctive and in many cases totally unconscious selling method is what all too often separates the good from the great. I can give you the secret in one quick sentence. You and your people probably already know what it is and yet it as Stephen Covey observed in in his bestselling book, … Read more

Training Sales People – The impact of the stimulus response effect on salespeople. I have in some way or another been involved in training  sales people and sales managers for close on 25 years.  From my time in the United States working with the famed Tom Hopkins, the author of “How to master the art of selling“, till now coaching sales managers for some of this country’s largest industrial sales organizations, I have always been dismayed as to why training sales people doesn’t work. It seems that, sales training, no matter from which great sales training organization, and there are … Read more

Sales Skills – The Simple Sales Secret That Removes the Stress of Selling Today I really and truly “got it!” There is a single natural sales approach that all sales greats and great marketers get instinctively. Its’s what makes them so good. It’s one of the primary sales skills gives them their edge. This one instinctive and in many cases totally unconscious selling method is what all too often separates the good from the great. I can give you the secret in one quick sentence. You and your people probably already know what it is and yet it as Stephen … Read more

Sales Management: High Leverage Activity In this article we will look at the highest leverage  sales management activity you can employ to accelerate your sales teams selling efforts. Your Plate is Full! You have a full plate, of that there is no question! Goal setting, planning, establishing metrics, evaluating performance, managing the pipeline, market planning, generating reports, reporting, meetings, more meetings, recruiting, keeping abreast with technology and market trends, key account management, putting out fires, promise fulfillment, internal roadblock removal and the list goes on… With all you have on your plate the big question is…How truly productive are you? … Read more

Sales Techniques: Would you like to know what your prospects are thinking? One of the best sales techniques is being able to figure out what’s going on in the head and more importantly in the hearts of your prospects and customers. As a strategic sales coach I am constantly on the lookout for tools and strategies to help my clients close more sales quicker. Well….I recently came across this this really cool (free) video that shows you how to use internet tools to get behind your customers and prospects eyeballs and into their heads. The more you can understand what’s … Read more