Category Archives: Sales Professional Development

Professional Sales Development

Closing the Sale

By | April 20, 2019

We’ve discussed the various frameworks and methods for achieving sales success from a Macro perspective. Ultimately, you must close your sale at the micro, transactional and interpersonal level. Defining “Closing”: Closing is the process or specific actions taken to finalize and gain acceptance of your solutions or products and complete the sales transaction. Essentially, “Closing”… Read More »

Fail to Plan; Plan to Fail

By | April 4, 2019

After you have put in all the hard work and effort to secure an appointment with “Decision-Maker”, “Power” and or a “C” level executive in a mahogany row, do not let sloppiness, haste or over-confidence, sabotage your hard-earned appointments. Two important activities are absolute, and essential to a successful sales meeting. Just showing up to… Read More »

Solve a problem – Earn big $ Money

By | April 1, 2019

    Always Be Closing Bad Vibes: The ABC of sales states to “always be closing”. Unfortunately, the ABC concept has been grossly misinterpreted and misapplied, leading to stereotypes being placed on Sales professionals. Used car dealers and dark and shady boiler room telemarketers come to mind when the “ABC’s” of sales are being discussed.… Read More »

Apollo 11 – A brief review

By | April 3, 2019

Apollo 11 I spent Sunday afternoon at the Movie Theater with my Fourteen-year-old Son, watching Apollo 11. The movie was masterfully done with exceptional cinematography, musical and sound editing. I was barely two years old when the Apollo mission took place and only had vague memories of the original mission, reinforced by the replays and… Read More »

Focus on getting them to Buy.

By | April 14, 2019

May I help you? You are certain to lose a prospect or potential client if your approach is the same as a retail sales clerk. We are conditioned to immediately dismiss the question and return to our internal process of “buying”. We are guarded and instinctively, recoil from “selling” techniques. People love to buy things… Read More »

Schedule a meeting

By | April 1, 2019

  As your training efforts, homework and research pay-off, you have identified the key influencers and decision makers within your prospective client’s organization. Now all you need is a meeting, easy, right? Just call up and shoot a calendar invite and your all set. Not in today’s business climate. Business professionals are inundated with hundreds… Read More »

Monday Morning Musing’s

By | April 4, 2019

  Monday Morning Musings Sales Professional’s Monday Mornings are typically filled with standing weekly Sales meetings, training, briefings, and internal team coordination and discussions. Monday’s are typically days filled with administrative tasks and fire drills to complete requests for leadership, partners and or clients and customers. I would find that taking some time on Sunday… Read More »

Stories from the Road

By | April 3, 2019

  Spending two decades in the trenches of a front line, direct sales to enterprises focused on global and large scale corporate clients, I experienced many situations that provided obstacles, challenges, and direct failure. One thing is certain in sales and that is uncertainty. Agility, open-mindedness, creativity and having a thick skin are crucial attributes… Read More »

Achieving Sales Success in the Enterprise Space

By | April 4, 2019

  February 11, 2019   Enterprise Sales Success: Selling to/for large enterprises can be daunting, challenging and completely defeating. Enterprise sales can also be highly rewarding, lucrative and provide longevity to a successful and prosperous sales career. Perhaps, you are new to the Enterprise Sales role, or you find yourself with a new compensation plan… Read More »