The Sales Producers Blog

Purposeful Selling Step #2: Create a Dynamic Personal Brand

Purposeful Selling Step #2: Create a Dynamic Personal Brand

In Purposeful Selling Step #1, “Know thyself” you took the time to understand: The natural talents you have based on how you think and make decisions How you prefer to use your talents based on your natural behavioral style Why are you motivated to use your talents...

You have positioned yourself for success based on this heightened level of self- awareness.

Purposeful Selling Step #1: Know Thyself

Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps) When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set...

The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work.

The 7 Steps of Purposeful Selling

The 7 Steps of Purposeful Selling

In the next few weeks I will introduce the 7 Steps of Purposeful Selling. In my preparation for this series I continued to have this recurring question: Why should anyone care? Your skepticism is respected. To give this subject context, let’s think about changes that...
The Joy of Sales and Marketing Alignment

The Joy of Sales and Marketing Alignment

In the world of Business to Business (B2B) selling few things guarantee success more than sales and marketing alignment. Alignment is easier said than done. With respect to John Gray, is it possible that Sales is from Mars and Marketing from Venus?...

The personalities leading each department dictate the level of communication, cooperation, and ability to see things from the other’s perspective.

These Questions Will Help Your Sales Reps Reach Quota

These Questions Will Help Your Sales Reps Reach Quota

Achieving quota requires having the right people aligned with sales objectives and the right processes to get your desired results. On the other hand, distractions, time wasting activities, and zero time scheduled for training and development leads to a...

Achieving quota requires having the right people aligned with sales objectives and the right processes to get your desired results.

Sales Professional’s Daily Checklist

Sales Professional’s Daily Checklist

_ Thank a current customer. _  Share a piece of relevant content via email or social media. _  Connect people in your network. _  Find a boss who can’t live without you. _  Use your best personal attributes often. _  Match your passion to your desire to solve a...

Resist your Lizard Brain.Accomplish 3 tasks related to your One Big Project this year.

3 Components of an Effective Value Proposition

3 Components of an Effective Value Proposition

“A value proposition is a clear statement of the business outcomes someone will get while using your service.” – Jill Konrath The terms “elevator pitch” and “30-second commercial” are outdated in comparison to value proposition. The words pitch and commercial imply a...

“A value proposition is a clear statement of the business outcomes someone will get while using your service.” – Jill Konrath

Are You a Sales Genius?

Are You a Sales Genius?

Look at where you are in your sales career. Are you working at your appropriate level, earning what you are supposed to earn, doing what you are supposed to do? Do you work in an environment of high expectations, or something else? If you are given permission to share...

To quote Seth Godin, “there are no longer any great jobs where someone else tells you what to do.”

Are Great Salespeople Born or Made?

Are Great Salespeople Born or Made?

My answer: I don’t know and I don’t care (insert smiley face emoji). I’m not trying to be a wise ass. I believe this is the wrong question to ask. Let’s try these… What are your sales goals and objectives? Have you assembled your sales...

Salespeople have personality DNA and you don’t need a scientist or laboratory to figure it out.

10 Part Series – Must Have Sales Skills in 2018, Skill #3: Get to the truth…faster!

10 Part Series – Must Have Sales Skills in 2018, Skill #3: Get to the truth…faster!

You presented a proposal to ACME Corporation ten days ago. The meeting was cordial and things seem to have gone well. An agreement was not reached. Now comes the waiting game. When will it close? Why hasn’t it closed? Have you ever made a presentation that ended...

You must understand where the buyer is in their journey in order to add context to if, how, and when they will make decisions.