#sales excellence Tag

The Beginning The conversation with your contact, Ted, begins like this: “We appreciate all the time you spent with us explaining your product and answering our questions—and you did a great job—but we regret to inform you that we selected another supplier.” The call opens with a compliment. You did a great job. You built rapport with the evaluation team. You answered their questions thoroughly and conducted yourself professionally. For a moment, it feels reassuring—almost validating. Then comes the gut punch. They chose another solution. Shock sets in. Disbelief follows. You weren’t expecting this. You thought things were going well. How did you not see this...

22 December, 2025

Why sales pros leave their companies: An In-depth look Throughout my career in sales management, I have overseen more than 1,000 sales and sales support professionals and have been responsible for both hiring and, when necessary, firing team members. There are numerous myths circulating about the reasons sales pros choose to change jobs. In this article, I will share insights from my direct experience. Compensation: Not the Only Factor Compensation is frequently cited as the primary reason for sales pros leaving their jobs. While it is undoubtedly a critical element, it is not the sole or most important motivator. My experience has revealed...

15 December, 2025

When I was a teenager, I always hoped a young woman would answer the telephone when I rang her at home. Years later, when I made cold calls as a sales professional, I hoped for the same outcome—this time, for business reasons. I wanted the decision-maker to answer so I could introduce myself and request an in-person meeting, the objective of the call. As every salesperson knows, this rarely happens. However, I learned something valuable: I had a higher success rate when the prospect answered the phone—even if their initial response was that they were too busy to talk. Why? Because if...

09 December, 2025

A key decision-maker may ask, "Why should I purchase your product or service?" during or after the sales presentation. This question presents an opportunity to convey the concise value proposition. Although this inquiry can disrupt the flow of a presentation, it can be advantageous if approached in a constructive manner. Rather than interpreting this question as confrontational, sales pros should view it as an inquisitive challenge—an opportunity to clarify the rationale for further engagement with your company. Assure the buyer that you appreciate their question and are not offended. The question "Why should I purchase your product?" is usually not intended as...

12 August, 2025

When pursuing a prospect in the sales cycle, it might seem advantageous if there is no competition. Indeed, discovering a lead and completing the sales process without the threat of a competing supplier can be less stressful, as no competitors are highlighting potential shortcomings of your company or product. Such scenarios are uncommon and should be celebrated when they occur. This has become even rarer since the pandemic, which has made access to prospects more challenging. However, competition can sometimes be beneficial in closing an opportunity. This may sound counterintuitive, so allow me to elaborate. An essential aspect of ensuring that time...

06 June, 2025

Nature versus Nurture? The debate on whether excellent sales pros are born or made is a classic nature versus nurture argument. After extensive experience in hiring, coaching, and managing over a thousand sales pros, the author concludes that most (not all) high-performing sales pros are born with innate skills, which they further develop. While some mediocre sales pros can improve with training, they are a minority. The author disagrees with best-selling author Daniel Pink's view that everyone is naturally a salesperson, citing statistics and personal experience to support the idea that natural-born sales pros have a significant advantage. I had the opposite view! When...

22 May, 2025

One of the most overlooked keys to sales success is Attitude. A positive attitude consists of being mentally optimistic and self-confident. It is essential in sales—and life! Attitude is as important as skill in determining sales success.  How can you perform well if you’re not in your best mental state? If you don’t believe you will be successful, you will not be. I went into every sales call believing I would win and close each sale, regardless of the circumstances. This was not conceit or overconfidence. If I gave a better-than-average explanation of how my solution could provide the prospect with exceptional...

10 February, 2025

Many sales pros ask me what to do when the prospect doesn’t return calls or emails.  You have been calling on a prospect for several months and believe you have established rapport with your contact. You presented a thoroughly researched business case about two weeks ago but have not received any replies to your telephone calls, texts, or emails.  This is now called “ghosting.”  Yes, they are impolite and don’t care how much it means to you. You are very frustrated with the silence and wonder what the problem is.  Did you do something wrong?  Your mind is super active. And...

21 January, 2025