Ebooks

Denver-Based Sales Leadership Development Available Nationwide

Hiring top salespeople is one of the more challenging aspects of a CEO or sales manager’s job.  We all know the cost of a bad hire:  missed sales goals, company reputation with clients and wasted time and money. Companies have systems and processes for accounting, shipping, marketing or development.  They don’t have a well-defined system for hiring salespeople.  Stop relying on the hope, wing it or “gut” hiring strategy.  Create a hiring system, a hiring playbook for your sales organization. Key Learnings: Avoid the top three hiring mistakes made by sales… Read More
We live in a high-tech world.  Disruption abounds and change is a given.  However, one principle of influence remains the same.  People still buy from people they like.  Top salespeople are likeable people and as a result, they enjoy more and easier sales. I’ve seen more than one sales call blown in the first five minutes because a salesperson didn’t understand key principles of likeability.  I’ve also observed sales managers failing in their leadership role because of their inability to build likeability and trust with members of their team.  Emotional… Read More
An elevator pitch, value proposition, 30 second commercial is the conversation starter.  And how you start a conversation determines if you will be treated as a trusted advisor, partner or just another transactional vendor.  Salespeople often end up in “what’s your best price” conversations because they haven’t learned key principles in designing elevator pitches/value propositions that set them apart in an increasingly commoditized world.   IT’S TIME TO CHANGE THE SALES CONVERSATION! Key Learnings: No one cares about what you do---focus on your customer Sell to the… Read More
Most salespeople know what to do. However, in difficult selling situations, they allow emotions to start running the meeting rather than effective selling and communication skills. Learn how to bridge the knowing and doing gap. Learn how soft skills produce hard sales results. Most books written about sales recycle the same old tips on how sales professionals can improve their pitches and closing tactics. But if knowing these sales techniques is all it takes to be successful, why do so many salespeople ultimately fail? The biggest reason for failure is that salespeople rarely understand or… Read More