July 2008

If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople.
In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” It’s [...]

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Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that code—and give you the opportunity to get the other five they didn’t have time to talk [...]

 

 What Are Your Rules For Engagement? (14:32): Play Now | Play in Popup | Download

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It never fails. It’s the first thing that comes up when clients ask us to come in and help train their sales team.
We ask what the biggest problem is and they say, “We can’t get full credit for our value.” Or, “Our customer is always wanting to discount us.” With the economy slowing a tad, [...]

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But I will and the question is: Are we working on the Right Problem when we devise comp plans?
I get all sorts of RSS feed on sales compensation, including the latest from www.gotomarketstrategies.com Good content all but I think most miss the major point. 
 
Vision Should Drive Compensation
The major point is  what kind of compensation plan [...]

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How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in the org.
And then when it’s time for them to buy something bigger you get no credit for [...]

 

 Maintaining Relationships (13:34): Play Now | Play in Popup | Download

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A while ago (Feb 2005 actually) I posted on the concept of Yellow Flags–those parts of the sales process that are “cause for pause” for the salesperson.  Raise The Yellow Flag Post
A yellow flag might be your prospect saying, “We’re going to look very closely at price” or “John will have a little influence but not [...]

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Everyone talks about strategy, but do we really understand it?
There are two types of strategy–business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?”  But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys–Tom Peters, Jim Collins and the rest.
We’ll talk about [...]

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Out of the box thinking continues this week with Bill and Bryan’s interview with Tom Heuer and Steve Coats, authors of “There is No Box.”
Sales managers and leaders should continue to listen to this session because the subject matter has to do with the very important topic of “comfort zones.” We all operate inside one [...]

 

 There Is No Box 2 (12:15): Play Now | Play in Popup | Download

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If you’re like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of “There Is No Box,” a great book on leadership.
Authors, Steve Coats and Tom Heuer, redefine what it means to be a sales leader. Sales professionals will learn from this [...]

 

 There Is No Box (14:10): Play Now | Play in Popup | Download

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