I had the pleasure of speaking with Glenn Kurtz, an experienced sales leader out of Richmond, Virginia with a deep affinity for all Boston sports. In his 25 years in sales, he’s held positions of all sorts, carrying the bag from a sales manager of a small team to VP of sales of a billion-dollar […]
Read moreI was recently on a date with a nice guy that I met online, and something hit me. We were both selling. We had been selling ourselves from before we even matched. And here we were on our first face to face exchange and we had to use all of our social and influencing skills […]
Read moreCreativity is a very important skill to hone during your sales career. Not only will you need to capture the attention of your prospective clients, but also their hearts as that would help them act on your proposal. Simply said, creative thinking is the ability to think in new and original ways. For prospecting clients, […]
Read moreEver heard of the idea of reverse selling? Membership clubs employ a great selling technique that you should learn. Reverse selling is essentially getting your customers to sell you on buying your products and services. Instead of you constantly straining to drive the sale forward, you are instead creating an environment where the customer can […]
Read moreIt was 1996, and to give our young audiences some perspective, it was the year that Japan launched the DVD, Atlanta held the summer Olympics, and the Number 1 song topping the Billboard 100 singles was Macarena. I was an aspiring banker back then and my job was to persuade clients to hand over their hard-earned […]
Read moreUnderstanding the buyer’s journey in detail is one of the crucial building blocks many sales leaders overlook (or skip entirely) when they are building out their sales process. Sales teams usually jump straight into selling and marketing their value propositions without ever taking the time to take a step back and understand what the buyer […]
Read more“70 to 90 percent of decisions not to repeat a purchase of anything are not about product or price. They are about some dimension of service.” –Barry Gibbons, former CEO, Burger King I think we can all agree that putting a face to a name is always helpful. Many have been the times I have […]
Read moreYour mind. To be a successful salesperson you’re going to need to get comfortable with the number of rejections you’re going to face during your journey in order to continue hitting sales targets. This requires a complete upgrade of your mental software. Adopt A Growth Mindset Because of our educational systems and cultural narratives, many […]
Read moreRegardless of how mature your company is, when you’re building a sales organization you will constantly be asking yourself this question over and over again: Who should I hire? This is a hard question to answer because there are an endless amount of factors, attributes and skills that define a successful sales rep. Furthermore, the […]
Read moreAt the time I am writing this, the NFL team I follow, the New England Patriots, are on their bye week. As a die-hard fan, the bye week can serve as a major bummer. We wait all week to watch our squad take the field on Sunday, and then once a year, the NFL deprives […]
Read more
