Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can be boiled down to...Read More

Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and AVOIDING burnout? Considering the recent (various) reports that suggest nearly 7 out of...Read More

Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest selling activity: prospecting, pre-qualifying, meetings, et cetera. For Account Executives or Account Managers, making time for Business Development can be incredibly tough with all they have to get done in...Read More

What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...Read More

So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...Read More

You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals . . . or not, how do you measure the health of your sales program? Sales results are one indication of how...Read More

If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....Read More

This week marks the start of the last quarter of the year for most businesses. There are holidays, parties, vacations and lots of fun to be had between now and 2016 but don’t think that letting off the gas now and coasting is going to get set you up to grow and compete next year....Read More

Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...Read More

It’s seems logical to think – if you’re a Business Owner or a Sales Rep – that the only performance metric that matters is the “End Result”. Did you meet your numbers? Or did you fall short? You got in the car and drove and either made it to your destination or didn’t. The final...Read More