A Simple Sales-Boosting Hack for 2017: Be On Time

How often do you show up for meetings “a few minutes late”? Those “few minutes” are damaging your reputation and costing you money. – Photo by fotofabrika/dpc A while back in this space I listed three sales resolutions you could make to increase sales in the new year. Here’s one more sales resolution: Be on time. Every […]

sales tip: the best sellers are on time every time

Is The Marketing Director Wasting Your Time?

A few months ago, I wasted several hours in a very nice Midwestern city.   A television station salesperson had set an appointment for me with the Marketing Director of a large medical practice. The AE assured me that this was the person who made all the advertising decisions for the practice. To put it mildly, this turned out […]

Shocker: You can't sell if they can't buy

What to Do When They Hate Your Idea

Recently I presented a carefully-thought-out campaign idea to some people who run an auto dealership. They didn’t like it. It was at the end of a week in which I’d already made 16 presentations, and gotten a positive reaction to my recommendations on the vast majority. But I missed on this one. Big time. The head […]

radio tv sales tip: you can recover if they hate your idea

Pipeline Math: How Many Active Prospects Do You Need?

The Sales Pipe May Not Be As Full As You Think

Are you overestimating the value of your sales pipeline? It may not be as full as you think. “The ball don’t lie.” – former NBA great Rasheed Wallace Sales Pipeline Math: A Story Problem This comes from Jeb Blount’s new book Fanatical Prospecting: Becky has 30 prospects in her pipeline. Her closing percentage is 10%. She […]

Sales skills: calculate your pipeline the right way