5 Steps To Exceed Your 2020 Sales Goal
Walter Crosby | Jul 02, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training
Are you on track to meet your sales goal this year? If so, great. These five steps still apply to your world. If you are like most salespeople (about 84% ), you are not on target to meet your sales goals, and you are looking for some help. Here are 5 steps that every salesperson […]
Read MoreWhat Is The Best Method Of Client Creation?
Walter Crosby | Jun 22, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training
The answer is Introductions. Introductions when executed properly will help you grow your business. To what extent depends entirely on the number of times you ask for an introduction. Make it part of your process. What is the difference between a referral and an introduction? To be clear the difference between a referral and an […]
Read MoreGreater Than 95% Success Rate Of Hiring Salespeople
Walter Crosby | Jun 20, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training
Most CEOs and Sales Leaders believe that hiring great sales people is like looking for the proverbial needle in the haystack. I had one VP of Sales tell me recently that she hired a person who used “magic” to determine if a candidate was a fit. Even with this invididual’s magic, their turnover rate […]
Read More5 Tips For Actively Listening
Walter Crosby | May 14, 2018 | Sales Blog
5 Tips for Actively Listening Nearly 2,000 years ago the Stoic Philosopher Epictetus noted that humans were given but one tongue and two ears, so that we might listen twice as much as we speak. Although Epictetus was not concerned about the success of salespeople, is clear that listening has been an issue for some […]
Read More10 Tips For On-Boarding Sales People
crosbyadmin | May 03, 2018 | Sales Blog
Over the last few months several CEO’s have told me they have a “great on-boarding process.” When I press them to show me the documentation, it doesn’t exist. Sometimes the on-boarding is left to HR or the Office Administration with help from Sales Leadership. Always, it is not efficient or effective for sales people and […]
Read More21 Most Crucial Sales Competencies For Modern Selling
Walter Crosby | Apr 10, 2018 | Sales Blog, Sales Management, Sales Performance
When speaking to business owners and CEOs one of the top five concerns is sales performance. The sales team is often growing by 15 or 20%, but often margin is being sacrificed or the sales cycle is expanding. The CEO looks to Sales Leadership who are celebrating the modest growth, and cannot identify why the […]
Read More3 Tips To Cold Calling
Walter Crosby | Mar 28, 2018 | Sales Blog, Sales Management
Last week I received a cold call from a very competent marketing company. The Rep was explaining how cold calling was dead, and I needed their help with social media marketing to gather leads. I pointed out the irony of her making a COLD CALL to engage me; the Rep did not have a response. Cold calling […]
Read More3 Tips To Reach Your Sales Goals In 2020
Walter Crosby | Jan 28, 2018 | Sales Blog, Sales Management
There a many practical tips and techniques to help a sales professional reach a professional goal (or personal). Here are three tips to gain traction and be effective that have worked for me and my clients. 1. Announce your intentions. This is effective for two reasons: Outside support and internal accountability. In 2017, I decided to lose 35 […]
Read MoreWhat Do You Do? An Informal Survey Of Disturbing Answers
Walter Crosby | Dec 28, 2017 | Sales Blog, Sales Management
When my daughter was five years old. She heard someone refer to my wife as a “bean counter.” My wife is a CPA and VP of Internal audit for healthcare company (among other credentials). So, I explained that beans referred to the money that a company earned and bean counter was a fun term for an […]
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