Category Archives: Sales

So You Want to Be a Sales Professional.

Fresh out of college or looking for a new career path? Maybe you’re thinking a B2B (business to business) sales, account manager, account executive position sounds like the path to success for you. Fantastic! I mean why not… You can work the hours you want and the money just flows in. Have a couple of slick pitches and people melt like butter to sign the dotted line. Right? Wrong! We should probably discuss what being a salesperson, sales professional, is really all about before you make this move.

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time management

Time Management Success.

Is time management really possible in a chaotic sales environment? Meetings, events, training, proposals, contracts, and the list goes on and on. Then, as if that’s not enough, you’re hit with the last minute “stop everything and deal with it” issues. At the end of the week, reviewing what you did, once again you’ve failed in getting crucial prospecting activity completed. Why does this keep happening? More importantly, what can you do about it?

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Why. It’s Overused and Irritating. Overcome Objections.

All through my sales career I was taught, and I have taught, to use the infamous “why” tactic. I am sure you have done the same. The potential customer poses an objection and you ask why. “Why do you say that?”, “Why would that be?” and so on. Simple and an easy way to overcome objections. It is also very irritating.

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Constant connectivity

Constant Connectivity – When’s My Time?

We live in a 24 hour connected society with lines between “my time” and “company time” becoming more and more blurred. Millennials, and soon Re-gens, are accepting constant connectivity as the norm for the most part. They don’t seem to feel the need to disconnect. This goes for business and personal connectivity equally. Unfortunately that is the rub for most businesses. They want constant connectivity for business but not so much for personal.

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