Sales Training To Grow People. And Grow Businesses
From the monthly archives:
Susan Zimmerman, author of The Power in Your Money Personality, has been helping people achieve financial and emotional prosperity for over 20 years. As a licensed therapist and chartered financial consultant, she helps her clients make mindful personal and business decisions that align with their true values and goals.
In this interview, listen to how Susan’s [...]
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Lead generation. It is the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales.
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Well, the Olympics are now history. But I was thinking recently about my Olympic moment—that one thing I’ll remember the most about these Games.
I got it. And it has nothing to do with games or performance…kind of.
The Michael Phelps Story You Need To Hear
Have you heard the Michael Phelps story? Not the one about him [...]
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It’s a question you should be asking yourself at all times. What are you really good at? And are you leveraging those talents to be more successful? It’s a question I pose to “talent expert” Faith Ralston in preparation for the Shebang Conference later next month. Here is an interview I did with Faith where [...]
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I just got a call from a client whose customer just informed him he’s leaving. After 15 years, and one major incident, recently–over. Done.
He called me asking how to save it. (No one ever calls me when things are going great–only when things are coming undone–but that’s for another post).
My Advice
Don’t go in with a [...]
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Have been thinking lately about the idea of a “process” in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need the business, rather than ALL THE TIME.
I sometimes feel like we all (including us) make prospecting really [...]
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Interesting question, isn’t it? By the time we hit our 30s, 40s and 50s, we do have some of the answers to life’s biggest problems (although there are always more questions than answers). I caught up with Lori Richardson, who spent a little time talking about her outlook as she coaches salespeople and sales teams, [...]
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In this episode, Bill and Bryan discuss some of the most gut-wrenching things you will hear from your prospect. It seems like things can be going along very smoothly in the sales process, and, all at once, the prospect says something that throws you for a loop. They talk about what to do about these [...]
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My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]
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As sales trainers, we get called in to fix sales problems, of course. And many of those problems begin (and end) with the salesperson and their life attitude.
Frankly, many salespeople appear unmotivated to do what needs to be done in order to achieve. (This is not meant to be a “people-today-are-different” rant.) And this doesn’t [...]
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