Sales Training Blog

Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.

Stamp Out Churn! Long Live The Client.

Recently, I have encountered a slew of companies that are experiencing an extremely negative situation. Put in its most simple terms, they are experiencing client CHURN. One client is won, another is lost and they never seem to get ahead of themselves in terms of client profitability and retention. With the acceptance that it is […]

You Get All Of Your Business From Referrals? Awesome.

All from referrals? Wow, that’s really awesome. It’s a great thing. Still, let me throw out the following for your consideration: Could you do even better if you engaged in just a wee bit of marketing or lead generation? (You don’t need to do better? Ok, I hear you. That’s impressive.) Would you like to […]

Business Development Mistakes to Avoid

After 32 years as a sales and business development trainer and consultant, I feel pretty secure in stating that I’ve seen the good, the bad and the truly ugly when it comes to sales and marketing efforts. Some of the businesses that you think would be superstars at their business development initiatives don’t actually “get […]

A Perfect Playground for Being Obnoxious

Many of us participate in meetings and training sessions on a regular basis. They can be helpful, informative, and conducive to growing bonds with colleagues. However, they can also be breeding grounds for those blatantly obnoxious individuals who you would just like to muzzle. You know the type – the person who never shuts up, […]

A Case of TMI (Too Much Information)

Cyber-introductions can be a time-efficient and effective way to bring two people together and start the networking ball rolling. When you are on the receiving end of a cyber introduction follow these simple guidelines: Don’t ignore it. Sounds crazy but there are folks that are on the receiving end of an introduction and do not […]

Thank Goodness That Client Relationship Is Over

Sometimes you are simply glad and relieved that a client relationship is over. The reasons are many but a few of the more prevalent are: They nickel and dimed you to death They beat you up over every single decision They changed direction on a daily basis They paid late They were unpleasant to work […]

Consultation or Sales Call? You Be The Judge.

For any salesperson, the objective of a sales call is to uncover a prospect’s needs, present a solution, and offer products or services if there is potential synchronicity. Many salespeople, however, disguise their request for a sales call, referring to it as a “consultation” instead, as if there is something seedy about meeting with a […]

Time Is On Your Side

I’m sure you’re aware that we are counting down to the end of 2017. Sure there is still time to pull through some new business and perhaps up-sell some of your existing clients but for the most part things will start winding down soon enough. By now you should be able to assess whether or […]

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