Sales Training To Grow People. And Grow Businesses
From the category archives:
I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it - listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]
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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]
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by Bryan Neale
We got a lot of response to our blog about Occam’s Razor and how to apply it in developing a referral system for salespeople. I thought I’d continue the conversation and give you some more ideas for establishing a referral network that actually feeds you good, qualified leads. (Remember, William of Occam said [...]
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OK, I’m not Moses, but it seems to be a nice way to get the point across. Read below. The sales world is not that difficult if you follow these straightforward rules:
1. Thou shalt never SELL anything. Embody the idea of being objective, analytical, and solely focused on making the businesses, lives, careers and bank [...]
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by Bryan Neale
Ask 100 sales managers if their sales force is UNDERPERFORMING and you’ll get more YES’s than you might think. So, what to do about them? Below are 7 traditional fixes and some alternatives that we feel will work better.
1. Blame Them
INSTEAD: Engage in self analysis. Ask yourself, “How am I a part of [...]
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by Bryan Neale
If you ever have a resume for a sales position come across your desk from a Franciscan Friar named William of Occam, HIRE HIM IMMEDIATELY. Odds are slim this will happen, as this English logician (a very smart logical guy) died in 1349 (see Occam’s Razor in www.wikipedia.org). His most famous theory though [...]
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by Bryan Neale
If you’re reading this, you’re likely a salesperson or thinking of becoming one. What you may not realize is that you probably scream “SALESPERSON” when you simply enter a prospect’s office without even knowing it. I find many salespeople, including the most seasoned professionals, do things to perpetuate the stereotypical salesperson.
So what does [...]
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By Bryan Neale
On the eve of March 1st, it suddenly dawned on me that the world’s greatest sales force is once again in full force in their mission to dominate their market. Oreo’s sales people-take not. Archway sales support-time to step up. Keebler-all elves on deck………THE GIRLSCOUTS ARE HERE.
I believe the world’s greatest, most efficient [...]
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We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information:
Bill Caskey: mailto:bcaskey@caskeytraining.com
Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and executives for [...]
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