Categories
-
Recent Posts
Author Archives: Adam Kash
Making the 80/20 Rule Work For You In Sales
80% of your business comes from 20% of your clients. In 1896, Italian economist and sociologist Vilfredo Pareto formulated the 80/20 Rule. It states that 20% of the work force produces 80% of the results. How does the 80/20 Rule apply … Continue reading
Posted in Uncategorized
Leave a comment
Sales Manager’s Corner: Sales Training “Do’s” & “Don’ts”
Good training will accomplish three goals: It will teach skills that develop efficient work habits (behavior). It will form positive attitudes that promote healthy self-esteem and belief systems. It will build salespeople’s knowledge of techniques which allow for qualifying, closing, … Continue reading
Posted in Uncategorized
Leave a comment
New Year, New Sales Year
As the calendar turns to 2024, we find ourselves at the threshold of a new year, brimming with possibilities and opportunities. For sales professionals, this transition symbolizes more than just a change in dates—it marks the beginning of a … Continue reading
Posted in Uncategorized
Leave a comment
Where are your people spending their time in Q4?
It’s the fourth quarter of 2023. Time for total accountability from each salesperson. What are the “MUST ACHIEVE” Sales Goals in Q4? Once the goals for Q4 are in place, accountability for time and Sales activity (behaviors) is the next critical … Continue reading
Posted in Uncategorized
Tagged Coaching, Mangement, Sales, Sales Management, Sales Process
Leave a comment
The Power of Listening: Unveiling Buyer Motives
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading
The Second Best Word you Can Hear is “No”
Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading
Posted in Attitude, Sales, Sales Development, Sales Management, Sales Training
Leave a comment
Time Management: The Key to Improving Sales Productivity
Time management is an OXYMORON. You cannot manage time, but you can manage yourself through a disciplined process of maximizing your time by prioritizing activities which will help you achieve your sales goals. This discipline must be ongoing, not something … Continue reading
It’s Trade Show Season: Come Back with Prospects, Not Just Leads
Remember this? Long days…sore feet…tired back. Sound like your typical trade show? To make the show worthwhile, you’ve got to put in the effort (And track your results). What better place to talk to and meet scores of current users … Continue reading
Posted in Uncategorized
Leave a comment
Sales Manager’s Corner: Prospecting – The Lifeblood of Selling
“It’s not WHAT you know…It’s what you DO with what you know!” NEW BUSINESS It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a … Continue reading
Posted in Uncategorized
Leave a comment
Sales Manager’s Corner: Start Off Right – The First 90 Days
You’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager. New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what … Continue reading
