Blog Category: Sales Coaching

“Can I Be Honest With You?”

12
Jul
2008
2 Comments
Sales Coaching,
Sales Culture,
Sales Techniques

It’s time for “Todd’s List of Annoying Sales Talk”…or something like that. I actually just invented this today after hearing a speech where the presenter answered every question the same way by starting with “I want to be frank with you” or “I want to be honest here.” Seriously, folks, how many times have we as sales professionals started to answer a question posed to us by a client with something that sounds like ”Let me be honest” or “Can I tell you the truth?”

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10 Digits Away!

24
Apr
2008
3 Comments
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Relationships,
Sales Techniques,
Sales Training Program

Email is everywhere. It rules our lives, or so it feels at times! I for one am sick of it. I like my voice – more importantly, I like hearing other people’s voices! Great sales cultures depend and thrive on effective and consistent (“obsessive”) communication.

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Coaching vs. Telling

08
Apr
2008
1 Comment
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Relationships,
Sales Techniques,
Sales Training Program

Are you in a position to be a coach to someone? The answer is “YES”! It does not matter if you are a sales manager or an individual contributor. You can always find an opportunity to coach and offer counsel to other sales professionals in your real and virtual world. I am asked many times about the best way to coach someone.

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Prospecting for Quality Business

08
Apr
2008
1 Comment
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Relationships,
Sales Techniques,
Sales Training Program

Are you prospecting and creating quality business? In other words, are you bringing business to the able that is profitable, actionable, and is a win-win for both parties? Let me suggest that as we go forth and prospect and develop business, always ask yourself, “Is this good business?” Does it make business sense? Can my company deliver it and make a profit? Will it stand out as business that the company can act on and deliver? These are all good questions that great sales professionals constantly challenge themselves with.

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Quality vs. Quantity

03
Mar
2008
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Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Techniques,
Sales Training Program

Which do you think is better? Quantity of sales calls or the quality of sales calls? As one who was raised (in sales) in a time when we were strictly measured against metrics, one might say that making many calls is the most important thing. Make as many calls as you can and you will be successful. I do agree that activity is critical and a key part of being a successful sales professional! In fact, in the world of sales management, this is still very important – making sure that your team is keeping activity high. That has not changed.

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Where Is the Follow Up?

08
Feb
2008
2 Comments
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Techniques

It’s time to really rant again! Three weeks ago today, I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, but also the vendor has yet to call me and see if I have received said “proposal” and if I had any reaction. Nothing.

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Sales Culture

22
Jan
2008
4 Comments
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Relationships,
Sales Techniques,
Sales Training Program

I want to start a new conversation right now. I am always talking about and being asked my opinion on what makes a great sales culture. This is an important and critical topic for the sales community.

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