Sales Success
When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
So what is your goal for the communication you’re about to make? When I coach CEOs or sales executives, I ask them: “What’s your goal for the call?” Often, they have the wrong goal in mind, which leads them to wrong actions that don’t deliver the results that they want. More importantly, it strips them of…
Yesterday morning started out with me helping a client get out of a rut. He just spent 6 months working on a big deal, putting his whole life into it. And it did not go the way he wanted to. And of course, he got depressed. He got down on himself when he started doubting…
To maximize sales growth, leaders now recognize the importance of collaboration between sales and marketing teams. It’s no longer just about marketing generating leads and sales closing deals separately. Achieving success together requires a shared mindset and vision. So how do you unite your sales and marketing teams for a common goal? Discover in this video. #VelocityMindset…
Leadership isn’t limited to a select few; it resides within each one of us. We all possess the ability to lead in our own lives, families, and pursue our purpose. For sales people, leadership is about leading their potential clients or customers through a decision-making process to help them make the right decision. If you…
Have you ever found yourself frustrated by those annoying robocalls that start off with a plea, ‘Please don’t hang up’? We’ve all been there. But think about it for a moment. Why would anyone begin a conversation like that? It’s off-putting, uninteresting, and suggests that most people simply disconnect the call. In today’s video, we’ll…
Finding a target audience and narrowing the company focus often trips up new and established organizations, who find it difficult to turn down business opportunities when they arise. But trying to be all things to all customers is a recipe for failure. So what questions should you ask to identify your target market and achieve…
The inability to properly qualify prospects is the one behavior that strips sales executives of their Velocity. I’ve seen many companies waste a lot of time sending countless proposals to new prospects with a closing ratio of only 10-20%. So what is the best way to qualify your prospects? Do these two things. #VelocityMindset #sales…
Boosting sales and revenue is at the top of every sales executive’s list. But what if you haven’t seen the growth you desire despite all the time and efforts you invested? In this week’s video training, I share the one act that will sabotage your revenue growth faster than you ever thought was possible. #VelocityMindset…
As a sales and leadership expert, I want to help you understand how to IMPACT emerging markets.
Read MoreIf you are like our clients, you are probably wondering how your sales people are going to meet and exceed the aggressive budgets you have given them for 2015. We want to share with you the 3 mindsets we have used with our clients to help them double, triple and quadruple their sales. To learn…
Read MoreIn building your business, whether you are a sales person, CEO, VP Sales, Entrepreneur, Provider of Professional, etc, you have two options. A) Start from scratch and spend lots to time and money in achieving your results, or B) Acquire the knowledge you need by learning from the mistakes of others and using proven techniques…
Read MoreEvery successful leader and sales executive knows that exponential success comes from creating one’s own destiny versus being at the mercy of other people and/or events. To create your own destiny, it all starts with your vision of what you want to accomplish or who you want to be. People with the right vision ensure…
Read MoreI just returned back from Israel having gone over for a big family wedding. Only problem was the wedding party was cancelled at the last minute due to a critical illness in the bride’s family. Still, close friends and family of the bride and groom got together with the newlyweds to watch two videos prepared…
Read MoreA sales trainer calls me up for help. Her husband was laid off in the recession and finally found a job at ½ his former salary. They sell their house to downsize and cut expenses. The sales trainer is now trying to re-establish her business and finds it tough getting new clients. With emotions running…
Read More1. Not every sale is a good sale. Make sure it is profitable and that you have cross-sold as many products and services as possible. It costs less to sell more to an existing client than to get a new client. 2. Stop creating unqualified proposals. Too much time is spent on creating proposals when…
Read MoreIn April of 2008, Steve Keating, Manager of Selling Skills at the Toro Company, heard me speak about using social media to build one’s sales. Already involved with Twitter, Steve had at the time a few hundred followers. After hearing the presentation, he decided to make it a key strategy in building both his personal…
Read MoreToday I had breakfast with a CEO in between positions. He recently resigned from a company he helped turned around and take to the next level. Looking for a different opportunity, he decided it was time to move on. What struck me during our conversation were the beliefs that drive his actions professionally. As a…
Read MoreThis morning (Monday, September 24, 2007) I started my day as I always do; going straight to the sports section of the NY Times. Attached to the front page was a flap the length of the paper and about 1/3 wide. It had the NBC logo with the words “Tonight 9pm”. Pulling the flap to…
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