#My Best Sales Advice/Carrie

Bar none, with no question, the best closer I have ever worked with is Carrie.  For someone who was apprehensive about going into sales early in her career, she has developed into a great salesperson. She is responsible for both the print edition, plus digital assets.  She has remained with the same company her entire career, through the recessions, booms, busts, the death of print and the rise of online, and to this day is still the top seller.  The best piece of sales advice she received:

By |2019-12-03T21:34:00+00:00May 8th, 2018|Business, Sales 101|0 Comments

How to Use Losing to Grow Sales

Are you meeting with the sales team to discuss the deals they are losing? This is a healthy and productive way to build revenue. Open and honest discussions with the sales team are essential to establish trust between sales management and salespeople.  Remember, this is not a rah-rah meeting where you just combat all their issues.  This is a listen and learn where you make clear decisions based on facts and analysis.  

By |2019-12-04T01:07:29+00:00March 13th, 2018|Advanced Sales, Business|0 Comments

Base, Commissions, Expenses and Uncle Sam  

If you have made sales, you have received a commission check and felt the cold hand of Uncle Sam digging into your paycheck and taking his share.  Taxes are a tricky beast to tame.  When you are negotiating your contract, small changes in the classification and how you receive the money makes a big difference in your check.  I asked my good friend and my financial planner Mike Eklund from Financial Symmetry to break it down for the other C students and me.  Since state taxes are unique to each state, we are focusing on Federal taxes.  And as a CYA, please always consult a licensed accountant before making any decisions on you your taxes.  This blog will not hold up in court.  

By |2019-12-04T01:15:45+00:00February 20th, 2018|Advanced Sales, Business, Management|0 Comments

Why offering everything gets you nothing

As reps, we frequently make the mistake of providing a smorgasbord of options believing the more choices we offer, the better chance we have of meeting the buyer's needs and closing the deal. What happens to the buyer?

By |2019-12-04T01:14:35+00:00January 30th, 2018|Business, Sales 101, sales training|0 Comments

Get ready for your bad months.

Every industry has the seasonal ebbs and flows for sales and customer acquisition. You can either take up meditation and accept it or work to minimize the damage the slow months have on your goal. One of the most popular fixes is having your marketing plan for lead development established well in advance of the forecasted blips in sales.   

By |2019-12-04T01:10:48+00:00January 9th, 2018|Business, Management|0 Comments