Avoid the Pot Bunkers of Selling

Avoid the Pot Bunkers of Selling

The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different.

Superstars at Work

Most golfers love watching Tiger Woods, Rory McIlroy, Dustin Johnson, and alike, pound the ball. We love seeing someone sink a thirty-foot putt to win a major tournament. Similarly, we are drawn […]

Assembling a Shed – Kinda Like Selling

Assembling a Shed – Kinda Like Selling

For the past few years, my husband and I have discussed the need for a new shed in our back yard. We had one years ago that nearly collapsed and had to be removed. So, recently we bit the bullet and made the purchase.

The boxes came and sat in our yard for a couple of weeks. Neither of us was keen to tackle the project. We had assumed that it would overwhelm our non-DIY abilities. And I think we were both a little frightened what the for-certain arguments that would ensue might do to our 30-year marriage.

I know I was […]

Can a Sales Process Help Sell Value?

Can a Sales Process Help Sell Value?

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

Not only does following one provide a roadmap for the salesperson to know where to go in a sales conversation, which our data indicates can increase closed business by up to 15%, but it also enables sellers to more consistently sell value, thus not feeling the urge to discount. Let me show you […]

The Harder the Questions; The Easier the Sale

The Harder the Questions; The Easier the Sale

Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?

Unfortunately, it’s a common problem. Most salespeople don’t ask enough questions.

Let’s examine some statistics. Only 11%* of salespeople ask the next, most important question when necessary. Further, the typical questions most salespeople ask are garden-variety ones; surface questions that are easily answered. Salespeople tend to accept too much at face value.

When the prospect says something like “This sounds great. Send me a proposal […]

Improve Your Golf and Improve Your Selling

Improve Your Golf and Improve Your Selling

The other day, I played in a tournament with some other golfers, all trying to qualify for a national event. I failed.

I started off poorly. I quickly got into some situations on the course that were difficult to get out of and, to make matters worse, I did not putt well. My caddie encouraged me to focus on the upcoming holes and when we ran out of holes on the front nine, he said “That’s okay. You have the back nine. Just beat her on the back.”

Well, this might sound like fine advice. He was trying to get […]

Key Takeaways from Smart (and Successful) Leaders

Key Takeaways from Smart (and Successful) Leaders

I just moderated a panel discussion at the ESX conference entitled “How to Drive Performance with the Sales Team and Weed Out Underperformers.” The panel featured some very successful sales leaders and  I learned some great things from them. It was also an opportunity to review principles that have been around a while but are easily forgotten.

Quick Reminders

The following list is not earth-shattering, nor likely new information. However, it is predictive of success.

Use a predictive and repeatable process to hire sales talent.
Have set expectations when the new hire starts as to what they are to achieve and by when.
Focus on […]

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

Four Components to Optimize Your Sales Organization

Four Components to Optimize Your Sales Organization

I recently gave a presentation at the ESA Leadership Summit
on ways to optimize a sales organization. The four components and main points I
discussed are applicable to sales organizations in every kind of industry, so I
want to share them.

As you read, keep this in mind. Focus on what is possible, not what doesn’t apply. Don’t say to yourself, “Yeah, but my company is different.” Rather come at it from the standpoint of, “How can we implement that to make us better?”

First, what do I mean by optimize? The word, as defined by Merriam Webster, is “to make as perfect, […]

What a Golfer’s Mind Can Teach Us About Sales

What a Golfer’s Mind Can Teach Us About Sales

There’s a great book by famed golf performance psychologist, Dr. Bob Rotella, called The Golfer’s Mind. I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it.

The book is all about how to stay in the moment and focus on the target. In general, it is a handbook to enable golfers, both professional and amateur alike, to improve their mental game so that their mind doesn’t get in the way of their […]

Trade Show Torture

Trade Show Torture

 A few weeks back, I was at a trade show (ISC West), and I’m still haunted by a sales interaction I witnessed. Maybe you’ve had the same thing happen to you at a similar event.

A Tortuous Attack

Here’s the situation (without names to protect the guilty): I was walking the show floor with a good friend who is also a business operator in the industry. We were casually strolling around, but we also had certain individuals and companies that each of us wanted and in a few cases, absolutely needed to see.

Suddenly, like a starving predator, this young man chases down […]