The Sales Producers Blog

An Idea for Business Growth…Supported by the Super-Rich

An Idea for Business Growth…Supported by the Super-Rich

Where will your next actionable business idea come from?Attorneys and CPA’s offer advice that can save you from legal troubles and financial losses. Trusted partners, no doubt. What about a breakthrough in developing a new product, or a solution for an important...

The Virtual Business Book Club is a monthly conversation with peers about new ideas and how to use them in your business.

Eliminate Sales Turnover Costs By Focusing on 3 Things

Eliminate Sales Turnover Costs By Focusing on 3 Things

Sally Jones, top sales performer has decided to move on from your company. She leaves abruptly and for reasons unknown. Happens every day. Agility in sales organizations starts with knowing how to respond to this scenario in an intelligent, cost effective manner. Have...

Agility in sales organizations starts with knowing how to respond to this scenario in an intelligent, cost effective manner.

Here’s A Proposal Your Prospect Can’t Refuse

Here’s A Proposal Your Prospect Can’t Refuse

You are in sales, but more important you are in the value creation business. You want to help your prospect make a positive decision to do business with you. When you reach the stage of submitting a proposal it will come at the moment you have laid the foundation...

You are in sales, but more important you are in the value creation business. You want to help your prospect make a positive decision to do business with you.

Are These Sales Statistics Blowing Your Mind?

Are These Sales Statistics Blowing Your Mind?

A recent HubSpot blog post titled 73 Mind Blowing Sales Statistics caught my eye and it should interest you. With each statistic there is a story, which should lead to a series of questions. STATISTIC: 42% of salespeople consider prospecting the most challenging part...

A sales coach is valued when they ask the right questions, not lead with answers. Every sales organization has its own dynamic.

Purposeful Selling Step #4: Don’t Sell Out

Purposeful Selling Step #4: Don’t Sell Out

After completing the Core-Values-Exercise in Step #3, what did you learn about yourself? How will it impact your life, not just your career? The hiring process used today rarely brings up core values. The focus is typically on skills, prior work experience,...

The focus is typically on skills, prior work experience, accomplishments and your ability to carry out bullet-pointed objectives on the job description.

Purposeful Selling Step #3: Integrate Core Values Into Your Work

Purposeful Selling Step #3: Integrate Core Values Into Your Work

HubSpot published an article titled “The Biggest Threat to Sales Teams in 2018 Isn’t Losing Clients.” The biggest threat is losing members of their sales team. The article says that average sales rep tenure sits at 1.5 years according to the Bridge Group, and...

One of the reasons salespeople are leaving is because job satisfaction is low.

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.