Engage Selling

MARCH 24, 2018

Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just ones that haven’t closed yet. They’re the ones that have … Read More »

Closing 48

Closing Objection handling Presentation Negotiate 48

Engage Selling

OCTOBER 21, 2017

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave … Read More »

Prospecting 54

Prospecting Objection handling Sales Presentation 54

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it. Here are the better questions to ask: Why do sales teams … Read More »

Cold Call 54

Cold Call Objection handling Sales Presentation 54

Engage Selling

AUGUST 12, 2017

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More »

Clients 48

Clients Objection handling Process Product 48

Engage Selling

MARCH 10, 2018

As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you exceed your goals. Get it wrong and buyers disconnect, block … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Growth 48

Growth Objection handling Customers Account management 48

Engage Selling

JULY 1, 2017

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave, so you can take steps either to … Read More »

Growth 48

Growth Clients Objection handling Account management 48

Engage Selling

JANUARY 27, 2018

We all know the marketplace has changed dramatically in the last five years, including how, what, where and when people buy. We see proof every day that businesses are increasingly being driven by the connection economy. We’ve all had to … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

JANUARY 13, 2018

There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other. First, you can focus on your product: creating new premium lines, being choosy … Read More »

Service 48

Service Product Objection handling Presentation 48

Engage Selling

DECEMBER 16, 2017

Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to be a stand-out sales performer. They show you that anything … Read More »

Product 48

Product Service Objection handling Sales 48

Engage Selling

DECEMBER 2, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it’s happening in a selling market that’s changing faster … Read More »

Quota 48

Quota Sales Up-sell Sell 48

Engage Selling

NOVEMBER 19, 2016

They used private customer information to create bogus accounts, forged signatures and authorized charges that customers were not made aware of. Let’s call a spade a spade. What Wells Fargo did was illegal. I, for one, am sick of the … Read More »

Objection handling 48

Objection handling Customers Presentation Account management 48

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Pipeline 48

Pipeline Sales Objection handling Presentation 48

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions. To be … Read More »

Sales 48

Sales Meeting Objection handling Presentation 48

Engage Selling

NOVEMBER 4, 2017

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. And what are your numbers? The ones that rule your sales … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

OCTOBER 8, 2016

It was as hot as a summer’s day can get and my 5 km run was not going well. Starting out that morning, I had set two ambitious goals for myself: achieve both my distance and pace targets. But as … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

SEPTEMBER 24, 2016

You’ve heard the naval expression before: “all hands on deck.” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas. Business leaders sometimes have … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

SEPTEMBER 24, 2016

You’ve heard the naval expression before: “all hands on deck.” ” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas. Business leaders sometimes have … Read More »

Objection handling 48

Objection handling Presentation Account management Negotiate 48

Engage Selling

OCTOBER 7, 2017

Pop quiz: name me three companies who’ve mastered the art of sales acceleration today. You’d likely pick giant performers. Answers might include Apple, SAP and Salesforce. Or maybe exciting newer companies like Shopify, FAEF, YOUi Labs Inc., and Kinnser Software. … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

SEPTEMBER 10, 2016

The customer at the other end of the phone was out of ideas. He talked to me about how his internal team was no longer breaking sales records or getting results the way they used to. As we spoke more, … Read More »

Growth 48

Growth Objection handling Customers Sales 48

Engage Selling

AUGUST 27, 2016

“What does the future look like for sellers?” ” There will be fewer salespeople, with a more of a well-defined focus on what they are there to do. Skills will be hybridized. Sales structures will be imploded and rebuilt to redefine … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. Your sales manager’s number-one job now is to teach and … Read More » To meet that challenge, not only must selling skills change, leadership skills must evolve, too.

Promote 48

Promote Meeting Sell Objection handling 48

Engage Selling

AUGUST 13, 2016

Success—the measurable and lasting kind—only happens when you make deliberate choices about structuring your teams, communicating expectations and holding them accountable … Read More » When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own.

Drivers/motivators 48

Drivers/motivators Objection handling Sales Presentation 48

Engage Selling

AUGUST 26, 2017

Your sales managers are … Read More » When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.

Territory 48

Territory Sales Prospecting Objection handling 48

Engage Selling

JULY 30, 2016

Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans. It wasn’t always this way. Selling used to fall into one of two groups: B2B (business to … Read More »

B2B 48

B2B Sell Service Objection handling 48

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

JULY 16, 2016

In my work with top performing sales teams I’ve found that leaders who exhibit three consistent traits create perpetual revenue growth. Enforcing a High-Performance Culture In a typical sales organization 10 percent of salespeople overachieve. Another 20 percent underachieve … Read More »

Growth 48

Growth Objection handling Sales Presentation 48

Engage Selling

JULY 2, 2016

The best companies don’t tolerate boom and bust mentalities. The instead focus on how to create a perpetual sales boom. While this may be considered unconventional, my research and experience has shown that, left unaddressed, boom and bust cycles will … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

JUNE 18, 2016

This article from Colleen was originally published by Salesforce.com. How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. Intangible and tangible value are not mutually exclusive. They are … Read More »

Clients 48

Clients Objection handling Presentation Account management 48

Engage Selling

JUNE 4, 2016

Far too often these days, businesses are practically falling over themselves to attract Millennials to their sales teams, making compromises in all kinds of places where they shouldn’t. And I’m tired of it. Don’t get me wrong: every generation is … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

JUNE 17, 2017

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4. … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

MAY 21, 2016

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do. Conventional commission plans are … Read More »

Commission 48

Commission Growth Objection handling Sales 48

Engage Selling

JUNE 3, 2017

Improving the revenue-generating capacity of your business hinges on accelerated sales. The more you sell in less time, the faster you grow. The secret to achieving this: build your own inside track for sales. Create your own advantages, working within … Read More »

Sales 48

Sales Sell Objection handling Presentation 48

Engage Selling

MAY 20, 2017

We’re now more than one generation deep into a Digital Revolution: one that is every bit as profound as the Industrial Revolution that preceded it, and we are still learning as we go about how these changes are influencing the … Read More »

Sales 48

Sales Objection handling Presentation Account management 48

Engage Selling

MAY 6, 2017

Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used. In my extensive sales training work in North America and abroad—even when I’m working with highly experienced professionals—I find many … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48

Engage Selling

APRIL 22, 2017

Sometimes we must repeat a lesson a few times to learn it well. Running is like that for me. It teaches valuable insights I apply to my professional work, including how I coach sales leaders on revenue acceleration. On the … Read More »

Sales 48

Sales Objection handling Presentation Account management 48