5 Critical Steps of the Sales Process

Sales is a process. And like any other process, it is only as good as its weakest step. If you are...

What Motivates a Prospect to Buy - Consequences, Not Issues

“Why do they continue to put up with such high turnover?” “They keep telling me their current...

4 Easy Productivity Tools for Staffing Sales

Let’s face it – sales people (myself included) aren’t usually the best at time management. First,...

You’re Not Fooling Anybody – especially your prospect

While waiting to board my flight back home, the gate attendant made the following announcement: ...

4 Crucial Networking Tips That Lead to More Sales

The number one knock I hear on networking as a sales activity is that it doesn’t tend to result in...

7 Critical Components of a Successful Sales Email

If you are like most sales people, you struggle to get prospects to read and respond to your...

3 Points To Designing a Staffing Sales Variable Compensation Plan

Compensating salespeople effectively is one of the biggest management challenges for a growing...

Prospects are human too - really!

In sales, we are taught how to overcome objections, get past gatekeepers, push for appointments,...

Using Effective Questions to Gain Buyer Commitment

Your presentation to the prospect has just wrapped up. You’ve offered a compelling solution and...

How much research should you do on a prospect?

A few years ago I was working with a new sales rep (we’ll call him Bill) that was struggling to hit...