Beyond the basic necessities of food, shelter, and clothing, most people work and are motivated by so much more than money. In most cases, people stay at an organization for a sense of greater purpose. They want to contribute and… Read More ›
Sales Success
What’s your agenda?
Most sales people have had the good fortune of having someone who helped them along the way. Some key person that taught them some of the subtle nuisances of successful selling. The little things that you can do as a… Read More ›
The Serenity of Cold Calling
Ah, the cold call, the ultimate sales challenge. For most sales organizations, it is an important first step in the selling process as it represents the key to new fresh opportunities. In essence cold calling is the art of approaching… Read More ›
Look back before you move forward . . .
The New Year is upon us and it means the end to the holiday season, with all the festivities, and of course, the over-indulgence of food and football. For most people the change in the calendar represents the opportunity for… Read More ›
Do you pass the test?
The sales game is tough and it’s getting more and more difficult every day. The reasons vary depending on what reports you read or whom you listen to but recent surveys show that less than 50% of sales people meet… Read More ›
Sales DNA . . . Is it in you?
Ask any kid between the ages of 6 and 10 what they want to be when they grow up and you will probably hear things like, fireman, professional athlete, or even a teacher. Others that are more ambitious might mention… Read More ›
Selling in the Sweet Spot . . .
Most markets present businesses with an array of potential customer opportunities. But no matter how great the product, solution, or service that you are selling might be, you can’t be all things to all people. There is an old saying,… Read More ›
Stop wasting your prospect’s time?
You’ve been calling on a new prospect for months, maybe longer with little to no success. You’ve been trying anything and everything to get a meeting with Mr. Big (aka the decision maker) but nothing seems to work. You keep… Read More ›
Authenticity . . . It speaks for itself
As I sat down to write today, I had no idea what I was going to write about. I had some ideas but nothing really seemed to hit home. I perused my “blog drafts” folder (where I keep notes on… Read More ›
Do you WOW or WHOA your customers?
As a sales person you are on the front lines when it comes to servicing the client. What you say, what you do, how you act, and how you present yourself and your company can mean the difference between success… Read More ›
Bruce Zimmerman . . . 