Leaving Those Voicemail Messages

Sales greatest secret, a great salesperson’s greatest challenge. Whenever I am working with salespeople, especially new salespeople, helping them with their cold calling to generate leads, one of the things that always comes up is the question, “What is the best voicemail message I can leave to make sure the customer calls me back?” Honestly, […]

Twelve Things You Can Do To Get Your Sales Moving Again

It seems that all of a sudden the salespeople I work with can’t do anything. The calls and meetings I have with them are filled with negative statements like: “I can’t get appointments.” “No one answers the phone.” “Everyone I used to know and work with is gone.” “Nobody wants to see suppliers.” Some companies […]

Getting Creative With Your Sales Tactics

The best salespeople use techniques they have learned over the years. Some of them are original, some of them have been learned, some have been handed down over the years from one generation to another. Some are interesting, some are a bit hokey, to say the least. When I was a very young sales manager […]

Going Deep With Your Customers

The key to successful salespeople is that they go deep. They go beyond the transactional, the normal steps that salespeople tend to do. Great salespeople have that certain something that regular salespeople don’t have. And customers love them for it. Customers can’t wait for them to visit. Customers hope that they will be asked to […]

Answering The Phone: You Are The Face Of The Company

We’ve all experienced it, we have all suffered through it, we have all cursed it:  The way companies answer the phone…if they do at all. This is why Best Buy will go out of business. I called the other day to make an appointment with the Geek Squad. I did this because I learned the […]