by chris | Jan 26, 2017 | Sales Motivation, Sales Process
What’s your definition of social selling? Ask 100 people and you’ll get 100 different answers. When I hear people say “social selling,” I want to choke because of how I see people defining and then doing “social selling.” Too many...
by chris | Jan 25, 2017 | Sales Process, Sales Prospecting
The telephone is my favorite way to sell. Get me on the phone and I’ll find a way to make it happen. Don’t go telling me the telephone doesn’t work anymore. The people who are saying that are simply afraid to have a conversation. Here are...
by chris | Dec 16, 2016 | Sales Leadership, Sales Process
As you look ahead to 2017, consider these three tips for success (which are included in a new free eBook from Xactly): TIP #1: Coach Toward Shared Learning At the end of each day, ask your salespeople to share with everyone on the team the big thing they learned that...
by chris | Dec 7, 2016 | Sales Process, Sales Prospecting
#SocialSelling is all the rage, but before we get carried away with it, let’s realize something our mothers told us growing up — “Too much of anything will make you sick.” Social selling is ONE sales tool. Do not think of it as THE only sales...
by chris | Jan 13, 2016 | Sales Motivation, Sales Process
Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals:...
