When your Prospect goes DARK !

One of the questions I receive most often during a Q&A after a public presentation is “What do I do when my Prospect goes “Dark”.  I’m very practical. My system sales system (a simple sales plan) is very practical. So here are four simple and practical ways to deal with the situation. The three stages…

sales plan template

The Theory of Holes !

Rule 1 – When you’re in a hole, stop digging. The market is growing. Your losing to your competitors on “price”. There are variable uncertainties in the future. You’re not growing in revenue and/or as profitable as you have forecasted. You’re in a Hole. The first step is acknowledging just that. You’re in a Hole.…

The Sales Epic Fail !!

OK, a little sensational maybe. Epic? More like failure on the installment plan. It is the desire to succeed without the results. It is the Pareto Sales Guy or Gal. The 80% of the sales reps that bring 20% of the business. That is a FAIL. Maybe even epic. Why work hard and not get…

Thought-Through Sales Strategy and Sales Training

I learned to sell from Dr. W. Edwards Deming the American statistician, college professor, author, lecturer, and consultant. Strange huh? Dr. Deming is known for saying “you can’t manage what you don’t measure”. I learned that effective and efficient sales training and sales management requires measurements using a defined sales plan template and sales pipeline. I have had an…

The True Cost of a Sales Lead

A “lead” has value. It cost money to exist and will cost more to nurture. And if it is an unqualified lead, the more time, money and effort that is extended, the more underperforming it becomes. What of that solid lead or potential account that has been or is being “worked on” or “I left…