Should I Train or Fire an Underperforming Sales Rep? | Sales Management Training

Should I Train or Fire My Underperforming Sales Rep? | Sales Management Training

Sales Management Training In my consultations with sales management and company directors, I am frequently asked whether to train or fire sales reps who are not meeting sales targets. This is a HEAVY question! On the one hand, some consultants will improve greatly with training. On the other, some will never perform well, even with […]

How to Gain Credibility When Starting Your Small Business

How to Gain Credibility When Starting Your Small Business

Small Business Sales Training Have you ever dreaded being asked the question “Who else have you worked with?” at meetings with potential clients? When you have only just started, you’re going to need other ways to sell your product without a track record. Don’t worry, there are ways to be credible when starting out. Here […]

Top 3 Practical Sales Tips for Startups

Top 3 Practical Sales Tips for Startups

After creating a product or service, your first priority must be finding your first clients. Cash is the lifeblood of the startup, and your savings/capital will not last long without it. If you find yourself unsure where to start with your sales and marketing efforts, today’s article will provide three practical steps for you to […]

3 Keys to Effective Sales Negotiations

3 Keys to Effective Sales Negotiations

You have conducted your analysis and presented your product. The sale is drawing near to the close, but first you must negotiate the terms of the agreement. How do you ensure that the deal is fair? How do you position yourself strongly without offending your prospect? Today I will share with you three keys to […]

Are Values and Sales Compatible?

Are Values and Sales Compatible?

What does it take to be successful in sales? In order to meet revenue quotas, sales managers will often apply high pressure on their team, which then flows on to clients. This can lead to the use of unethical and pushy sales tactics. Is it possible to make quota and preserve personal values at the […]

Sales Benefits Everybody

Sales Benefits Everybody | Corvette Story

There’s a story floating around the internet about a man who purchased a Corvette (a high priced car). Upon seeing the vehicle, an observer disapprovingly asked “I wonder how many people you could have fed for the money spent on the car?” The proud car owner replied “I am not sure… It fed the people […]

How to Make Sales Less Scary

How to Make Sales Less Scary

One of the key problems entrepreneurs face starting out is a fear of selling. I don’t blame them – when I first started out in sales, I was terrified to even pick up the phone… To speak to existing clients! To ensure that your company doesn’t join the list of failed ventures, it is imperative […]