Contributor To Top Sales Magazine
I am so excited to be a contributor to Top Sales Magazine! This emagazine is full of advice from leading experts in the area of sales leadership. These experts work with sales leaders every day to help them build winning teams, create successful and scalable processes, and exceed revenue targets consistently.
Top Sales Magazine: November 2024
One Way is the Wrong Way
Sales representatives are quite possibly the most important employees a business must hire. How do you make sure that you are identifying and hiring the “A-players” who can bring in the growth revenue you need? First, a carefully crafted hiring process will bring the consistency and professionalism that will attract top talent (and it will keep your hiring team legally compliant). Second, make sure that you build time in the process and encourage the candidates to interview you and your team members. Top achievers know who they are and are looking for the right product, service, industry, company, and manager so their sales superpowers can be leveraged. When a candidate desires to find a position that fits who they are just as much as you desire finding the perfect new hire that fits your company, then you know you’ve found a Top Ten Percenter!
Top Sales Magazine: September 2024
Save the Art of Sales from Extinction
It is an honor to have been the cover contributor to the September 2024 edition of Top Sales Magazine! The issue is all about Sales Training, Sales Coaching, and Sales Team Development, and my article leads it off, “Save the Art of Sales from Extinction”. In the numerous interviews of sales professionals I conduct each year, I routinely ask candidates, “What type of soft sales skills training have you been provided by previous employers?” Most often the answer I get is, “None.” What does it mean for the future of sales if reps are not learning these skills and techniques? What can we do to turn this around before the art of sales is nonexistent?
Top Sales Magazine: August 2024
Expansion Revenue Could Save Your Year
For this issue, I was honored to serve as the guest editor. The edition covers the important topics of: Growing Existing Accounts, Sales Strategy, and Key Account Management. My article offers a list of detailed questions that sales reps and leaders need to be asking about their current customers to help determine where there may be expansion income that has not yet been earned. With connect rates of less than 3% in the hunting of prospects, end-of-year revenue often needs to come from those existing clients who already know the value you offer.
Top Sales Magazine: June 2024
Your First Impression Needs Work
Having a solid onboarding strategy and training process in place certainly helps your new hires get up-to-speed to be effective as soon as possible. However, most importantly, a definitive process that includes pre-set schedules, hardware set-up, support, and intentionality ensures that you make an excellent first impression for your new employees so they hit the ground running with confidence because they’ve made the best choice in a new career move.
Top Sales Magazine: April 2024
Accountability: Your Sales Leadership Secret Weapon
How can you turn objections into opportunities? Dig in deeper to find the 'How', 'What', and 'Who' is behind that first objection. With the right questions and some genuine understanding, you might just uncover exactly how your product or service may be the perfect fit.
Top Sales Magazine: March 2024
The Questions that Turn Objections into Opportunities
How can you turn objections into opportunities? Dig in deeper to find the 'How', 'What', and 'Who' is behind that first objection. With the right questions and some genuine understanding, you might just uncover exactly how your product or service may be the perfect fit.
Top Sales Magazine: August 2023
We Aren't in Kansas Anymore
When you take on international clients, understanding the impact their culture has on the sales process is imperative in order for them to have success -- especially if their intention is selling to a different country's market.
Top Sales Magazine: August 2023
Your Tech Tools Should Be Your Best Accountability Partner
I think we all agree that in today's highly competitive business world, it is essential to have the right tools and technology in place to streamline your sales processes, increase productivity, and improve accountability.
Top Sales Magazine: November 2021
How to Have an Amazing Q4 without Sacrificing Q1
My Son says I'm a dream killer. I prefer realist. Which is exactly why I respond, “That’s great, but what are you doing to backfill your pipeline?” when reps boast of the deals, they “just know” they’re going to close this quarter. Because realistically I know that the end of the quarter push to close deals, when not balanced with funnelfilling activities, leads to starting Q1 way behind the 8 ball.
Top Sales Magazine: September 2021
Set Your Team Up for Q4 Success
T-minus 23 days and counting until Q4. Depending on your sales cycle, your rep’s current pipelines could determine the success or failure of their final quarter of the year.
Top Sales Magazine: June 2021
Help Your Reps Uncover and Hone Their Sales Secret Weapon
I love a good competition. For 13 years, I fed my competitive spirit playing racquetball. I got pretty good at the game, playing at the open level, and even winning a few bucks. Then after 13 years, I wanted a new challenge, so I decided I’d try tennis. I've always excelled at eye-hand coordination sports, so tennis seemed like a good choice.
Top Sales Magazine: February 2021
How to Turn Accountability into a Core Sales Strategy
Sixteen years ago, I sat in my office, door closed, stomach in knots. It wasn't even 9:30 in the morning and I’d just fired my top three sales reps, one by one, as they came in for the day.