by chris | Aug 29, 2018 | Sales Motivation, Uncategorized
Why can’t I sell? When was the last time you asked yourself that question? There is way too much turnover in the sales profession, and I think it stems from one thing — false expectations of what others can do for you. The excuses run rampant, from... by chris | Aug 2, 2016 | Sales Process, Sales Prospecting
Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve... 
by chris | Feb 24, 2016 | Sales Process
The average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools.... by chris | Nov 20, 2015 | Sales Leadership, Sales Process
Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales Leader... by chris | Nov 13, 2015 | Sales Process
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B,...
