Stories from the Sales Floor invites today’s top sales professionals, pioneers and thought leaders to share their knowledge. This backstage pass gives you access to accounts and anecdotes never told before that will not only educate and inspire, but also entertain. Here’s a clip from hosts Brandon Redlinger from PersistIQ and Ben Sardella from Datanyze asking Michael […]
Read More“My hardest part of cold calling is rapport building. I try to learn something personal about them before the call so I can connect with them without sounding fake. Any tips on how to sound sincere?” Hmmm… So you want to do something fake but not sound fake? Let’s call a spade a spade. Trying to […]
Read More“How Do You Motivate Underperforming Sales Reps?” No one feels worse when a sales rep is underperforming than the sales person. The personal stress level a sales rep feels only compounds the situation and makes things worse when they aren’t hitting their numbers, and it not only effects the work place, it can (and usually […]
Read More“I’m a small business owner with a team of inside sales reps that had a bad sales month. I can tell some of them have lost their confidence and I’m concerned that one bad sales month will turn into more bad sales months. What should I do?” No one likes missing quota and the […]
Read MoreSALES QUESTION: “What are some of the things I can do differently in 2014 in order to have a better sales year?” SalesBuzz Answer: I’ll give you three easy “to-do’s” that will have a huge impact on increasing sales for you in 2104: 1: RECORD YOUR SALES CALLS “Whoa” you say? If having your sales […]
Read MoreSALES QUESTION: “I’m under a lot of pressure to hit my numbers by year-end, but I’m noticing that the more I try, the more my prospects are pulling back. Any advice?” SalesBuzz Answer: Well, the ultimate solution (Plan A) to this problem is to hit your year-end sales numbers a month early, but that obviously […]
Read More“I’ve seem to have lost my SALES MOJO. What can I do to get it back?” Answer: Chances are, you’re not going to like my answer, but here it goes: Record Your Sales Calls Listening to recordings of your own sales calls will allow you to objectively (as possible) hear how you sound to your […]
Read MoreSales Question: “What Should My Individual Sales Goals Be?” Answer: Great question. It tells me that you are a self-motivated individual who wants to have a say in their fate. You are already a step ahead of the herd. Are We Talking “Activity” or “Results” Sales Goals? “Activity” sales goals are what you do on […]
Read MoreSales Question: “When is the best time to have a regularly scheduled team meeting?” Answer: Depends on what your definition of “team meeting” is as well as what are you attempting to accomplish with a sales meeting. One of the fastest ways to kill sales motivation is to have a pointless meeting that drains your […]
Read MoreSales Question: “I’m new to inside sales and get very nervous before making calls… What Can I Do to Reduce My Sales Call Anxiety?” Answer: I need to share a personal story with you. Early on in my sales career as a straight commissioned inside sales rep, I used to suffer from the same sales […]
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