The Sales Producers Blog

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 – Jill Konrath The terms “elevator pitch” and “30-second commercial” are outdated in comparison to value proposition.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.

10 Part Series – Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

10 Part Series – Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

“My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table.” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of...

Salespeople can be fooled into thinking they meet a prospect at the Decision stage regardless of where the buyer is in their journey.

10-part Series – Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

10-part Series – Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

“Self-awareness is a key to self-mastery” – Gretchen Rubin   How well do you know your salespeople? How well do they know themselves? The two rhetorical questions I hear consistently from prospects are: How do I find great salespeople? How do I retain great...

Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions.

5 “Must Have” Attributes for Salespeople, and Sales Managers

5 “Must Have” Attributes for Salespeople, and Sales Managers

90% of the performance issues in sales organizations are people related. Are the right people in the right positions on the team? Are the best producers happy and motivated to stay? Why do some struggle more than others? How do you find great salepeople? These...

The Sales Producer’s Blog advocates understanding natural skills and attributes of the sales producers in your organization.T

WORKSHOP: How do you bring out the best in people?

WORKSHOP: How do you bring out the best in people?

The great organizations in this new economy will be those that realize that intellectual capital is the new “most important” asset, and change their management principles accordingly. – Jay Niblick, President, Innermetrix, Inc. What if: You could determine how someone...

The great organizations in this new economy will be those that realize that intellectual capital is the new “most important” asset, and change their management principles accordingly.