Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

How to Get the Most Out of Watching the Olympics

How to Get the Most Out of Watching the Olympics

I love the Olympics. It’s not about just rooting for our country’s athletes or the thrill of competition. Yes, those are great to watch, but what I find most exciting is seeing some of the greatest athletes in the world prepare for what may be only a once or twice in a lifetime opportunity to prove they are the best at what they do.

I love how they get ready to compete. How they weave the event in their mind. What draws me in most is the obvious mental prep these Olympic athletes undergo. The visualization of their ski runs, the […]

First Comes Vacation – Then Comes Sales Slump. NOT!!!

First Comes Vacation – Then Comes Sales Slump. NOT!!!

Memorial Day is right around the corner. While the seriousness of this holiday recognizing the men and women who serve in the United States armed forces, especially those who have made the ultimate sacrifice, should not be taken lightly, the weekend has also come to unofficially mark the start of summer.

Readying for retreat

Depending on what part of the country you live in, Memorial Day also signals that the school year is either over or will wrap up in a few weeks and vacation season will get into full swing. For those of us in sales, vacations lead to prospects vanishing […]

Why Your “Hot” Leads Aren’t Buying

Why Your “Hot” Leads Aren’t Buying

Marsue Sams is a Sales Growth Specialist with Braveheart.  She is a passionate sales strategist and coach with over 20 years of award-winning corporate sales and sales leadership experience.  Marsue has written multiple sales guides and motivational sales programs for a wide variety of organizations during her time in corporate America and has spoken at national and regional user-group meetings.

I have seen many sales people fall into the habit of believing that anyone who requests information about your product or service is ready to buy. This is a dangerous mindset and a huge time and resource waster.  Learning how to properly […]

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the clients buy based solely on the relationship.  Heck this belief is propagated by the salespeople themselves.  They stake their claim.  Forge the relationship and then hunker down.  […]

123 »