I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the – “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m just checking in to...Read More

Most of it, anyway, is actually terrible. I write this knowing that it could be confusing since many of you would consider what we do at The Selling Agency as “Sales Training.” Hear me out. When I look back at my years as an Account Executive in multiple organizations, I can recall almost every single...Read More

Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall in love with the product...Read More

We spend a lot of time and energy writing and discussing how to attract and sell to customers. Our focus is primarily on the top of the funnel – generating “At Bats” for our customers and readers because if you bring the right product to the right people at the right time and demonstrate your...Read More

One of the hardest employee positions to fill right now is that of Sales Professional. My LinkedIn inbox and email are hit 4 or 5 times a week with business owners and recruiters asking for referrals of qualified and experienced Sales Professionals. I also see on LinkedIn many sales people boomerang in sales positions. Through...Read More

Last week, I had to have an unexpected surgery on my sinuses. At the doctor’s office one day and scheduling an urgent surgery for the following day! Wow – talk about a sudden disruption to your “status quo”. One of the first things I had to do was to create an account and login to...Read More

In our business and professional life, sometimes the hardest things for us to grasp is that working harder isn’t always the answer to becoming better. We all get busy “Making the donuts”, servicing customers or accounts and making sure we produce what we’ve promised. However, tomorrow’s orders are never certain, but competition and new obstacles...Read More

For years, to become better at Sales and Selling, sales people and business owners have focused on closing techniques or perfecting their pitch and offers. With the big flip in control of the sales process transferring to the buyer, in order to become better at selling now, we must study what factors influence how and...Read More

“Next Year” is just a few weeks away. Right about now, you’re decking the halls and putting on party pants to spend special time with friends and family but don’t throw away the rest of this year yet! Now is a great time to lay out your strategy so you can hit the ground running...Read More

Today’s blog tackles the last of the 4 Tenets of Modern Consumers: Collaboration. It didn’t take much to find a relevant example of why we demand this in our partnerships – this story is from this just past week: Alright, STOP. Collaborate and Listen . . . {If you chuckled here, I know you either...Read More