What an Alarm Clock Taught Me About Long-forgotten Prospects and Clients June 19th, 2014

I was recently sitting in my office, attempting to get some quality time focused on writing. I know — seems crazy that I can find quality time to actually write, but I give it my best shot! My office is quiet except for the occasional car driving by and the sound of my keyboard. I [...]

Do You Confront The Facts? June 17th, 2014

One of my favorite business books is Jim Collin’s classic “Good to Great.” In chapter four he shares how a great company “confronts the brutal facts of reality head on” as opposed to the average organization that firmly plants its “head in the sand.” As sales professionals we face brutal facts that conflict with our [...]

6 Questions Every Sales Leader Must Ask Each Day June 16th, 2014

If you are a sales leader — or want to be one someday — below are the questions you must habitually ask yourself. These are the questions that separate true leaders from those who talk a good talk, but fail to grasp authentic leadership. 1. How will I apply today what I learned yesterday? Leaders [...]

Competing Against Your Competition – How to Win the Sale June 3rd, 2014

SALES QUESTION: “At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?“ SalesBuzz Answer: My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / [...]

Learn to Be Natural May 29th, 2014

JINGLE JINGLE….great Salespeople are always using their “magic words”. You know what I mean…naturally saying just the right thing, at the right time…without having to think. Let me give you one of those statements that you have to read twice to get to the root of the meaning… “Natural isn’t natural, it takes practice”. It all starts [...]

Tough sales issues, and not so tough (but not so easy) answers. May 21st, 2014

The 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty. 3. Fighting hungry competition. 3.5 Quality, attitude, and belief of the salesperson. These issues manifest themselves in BOTH lost sales that you could have won and lost profits that you could have earned. Tough questions: What are you doing to fight [...]

How High Is Your Sales “IQ?” May 15th, 2014

The treasure is there, you just need the combination Imagine every prospective customer’s mind is like a sealed vault, and that behind its metal, locked doors lay the treasure you are looking for. You know, due to the strength and size of the door no human is strong enough to force it open. Rather, the [...]

6 Short Cuts That Cost May 8th, 2014

WATCH FOR SABOTAGE… ever notice while working out at the gym how we short our progress even though we have all the best intentions in mind. When you lift a weight that seems to be beyond your capacity… you take an alternative path. For example, it’s natural to try and engage other muscles to get the [...]

Unlimited Leads… Truly Unlimited Leads with No Fine Print. April 30th, 2014

Any sales professional in any industry will tell you that finding quality leads is one of their biggest hurdles.  There are countless ways to generate leads be it purchasing leads, direct mail, door knocking, referrals or telesales.  Unfortunately, leads also come at a price separating you from either your time, your money or both. QUESTION: How can [...]

10 Tips to Kick-start Your Sales Skills April 22nd, 2014

Learning to sell yourself, and your product or service, is one of the biggest challenges as a startup. Here’s how to master the basics. After creating her fashion jewelry line KiraKira in 2006, Suzanne Somersall Allis knew her year of design school and dual degree in English and art history hadn’t prepared her to run [...]

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    “I was only on the system for 26 minutes and got 4 leads and this was while learning the system! I’d say after the learning curve I’ll hit over 10 to 12 leads per hour.”
    Jack R. MD