In doing a bit of research for this weeks blog I came across a lot of different views on authenticity in sales. Authenticity is not a sales strategy, authenticity results in more sales, etc. And I am going to add my voice to this debate. After 22 successful years in sales, I know a thing or two about this. It is way more than just a buzz word and while I agree it is not a sales strategy, it is an important component of success in sales. Authenticity – The Definition According

A common theme I see among sales leadership is a sole focus on pipeline and what is closing. Absolutely, leaders need to have a focus on this with their team, but it should not be the sole focus. The larger focus should be coaching the individuals on your team as well as the team as a whole. A recent study showed that 94.8% of reps attained or exceeded goal when coached consistently and effectively. That number dropped to 84.5% when coaching needed improvement. Leaders, your

Prospecting should be a constant in your daily plan, even if you can only allow a limited time to devote to it. Prospecting takes many forms today: emails, phone calls, social media engagement, networking. It is essentially anything you do to engage your prospects and customers. As to the best time to prospect, it will vary. MIT conducted a study on B2B sales calls and according to their findings, 4-6 PM was the best times to reach prospects, the worst is 11-12 PM.* This coul

You would be amazed at how many salespeople do not research their prospects prior to either calling on them or having their first meeting. No seriously, you would be amazed. This is the most crucial part of the sales process yet is missed by so many. If you do not learn about your prospective company prior to engaging with them, you are missing a big opportunity. Here are a few research tips before engaging with your next prospect: Get On The Google Google the company. Simple

The one constant in business is change. If you do not shift with the time, market and customers you will become obsolete. Kodak is a great example of this. Did you know Kodak actually invented the first digital camera in 1975? It’s true, however, instead of marketing this new technology and becoming the disrupter, they were fearful of eating into their successful film business, so they did nothing with it. Sony and Canon filled the digital space leaving Kodak behind. Kodak di

If you’re in sales and reading this you know this scene well….It is the last week of the month, you are $15,000 below your sales goal, if you do not hit it you will either not earn a commission check or have a reduced one, you make a plan to double your activity, calling every client in your pipeline, multiple times, you make cold calls with abundance offering one time deals that expire, and on and on. There is a dirty little secret in the world of your prospects…your custome