Updating and navigating CRM (Customer Relationship Management) software is about as fun and exciting as watching the grass grow. It can be cumbersome and time-consuming to update every customer interaction that you have. Sometimes, it can even be downright frustrating. Oftentimes, sales executives are time constrained while on the job and cannot update the software…

Even the best salespeople sometimes make dumb mistakes that hinders their success. Top performing salespeople know that they must be careful and identify those kind of potential stumbling blocks before they happen. The worst thing that could happen is to have their momentum interrupted. By avoiding these mistakes, you can keep your momentum going, which will…

Earlier this year, I was the guest speaker at the “Great Customer Engagement Goes Beyond Great Service” seminar. The main focus of the seminar was to look at the sales & marketing and the customer service departments as synonyms with each other. I spoke from the position that sales and customer service are equally as important to the overall customer experience….

Have you ever bought something “on a whim” because the price was discounted for a limited time? How about because there was a limited quantity and they were selling fast? If so, whether you want to admit it or not, you bought because you felt the urgency to buy it while you have the chance….

AMC’s Better Call Saul is currently one of my favorite shows. It’s the Breaking Bad spinoff that everyone expected to be a goofy comedy that lasted 1 season. Nobody expected it to be a relevant drama that, in many cases, challenged Breaking Bad as the better of the two. The series serves as a prequel…

Working in business, you’ll hear a lot of terms thrown around that don’t make a whole lot of sense  on the surface. B2B and B2C are just a couple of those terms that describe certain sales and marketing roles. While they might sound like high-level industry jargon, it’s extremely important to know the difference between…

  The Features, Advantages, and Benefits Model (also known as FAB) can be a great tool used to effectively sell any product/service. At it’s core, the FAB Model is a way you can describe a product/service in terms of the physical characteristics, the advantages of those characteristics, the direct benefit to the customer. People buy when…

Salespeople have to constantly fight an uphill battle to do well at their job. One of the worst battles that you’ll have to face is a prospect who is in defensive mode. We all know when this happens – they cross their arms, refuse to make eye contact, and offer as little information as possible…

The funny thing about this post is that it has nothing to do with sales knowledge, business models, product knowledge, competition analysis, or marketing mix. Essentially, this has nothing to do with business at all. Yet, if we do not do this, we might be dooming ourselves before we even start to think about going…

Working in sales is hard. You have a quota that you must hit every month. Missing this quota will not only result in you not getting paid, but losing your job. The ever-changing environment forces you to constantly adapt just to keep up. The competition is always looking for ways to gain market share and…