Simple “Sales Math” Should Be Taught in Schools

Price and Value, Sales Recommendations (presentations)

Thinking back to all of the math I took in high school and college, most of the algebra, calculus, statistics and accounting was never of any use to me in the real word. What would have been really helpful is some basic sales math that most of us use the rest of our...

This Question is Great. And Horrible. It Just Depends

Questioning

It’s a great technique. It’s a horrible technique. The difference is, with the right person, at the right time, it can be an extremely productive question. And that right person is anyone other than your decision maker. With decision makers, asking that...

Golden Hours: How the Best Sales Pros Find Time to Do It All

Preparation

Guest Post by Michael Boyette Conventional wisdom may imply that a sales representative’s best opportunity to get in contact witha prospect would be at 9 a.m.  It’s the beginning of the day, when other priorities such as meetings and work haven’t had the chance to...

How to “Sabanize” Your Sales

Self Motivation

    Alabama’s head coach, Nick Saban, has wonthree of the past seven national championships (one was with LSU), which is pretty remarkable. It’s hard enough to win ONE, or even have a chance to play for the title. College football is now in full...

Ask Buyers How They Want to Be Sold To

Prospecting

While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do. I answered by asking him, “Do you ever get any sales calls at your office? (He’s a...