Recharge your prospect funnel by going from ABC to ABP In the classic sales movie, Glengarry Glen Ross, we are told to: “ABC – Always be Closing”.  Some salespeople and sales managers like this advice because it sounds hard-nosed, as if you are really driving toward sales goals.  True, but not a practical approach in […]

The three question formats for sales questions and the order you should ask them The number one trait that every Ag sales professional tells me they do not want to be is “Salesy”. Yet most salespeople approach their sales calls in a very salesy manner – they begin their sales call by presenting their products […]

Selling success requires all three…..How to attend your next sales meeting Ever listen to a motivational speaker at the annual sales meeting and get all inspired by the message?  Maybe you even bought their book right after they spoke.  However, by the time you drove home from the meeting, you lost that enthusiasm. Ever learn […]

Which to measure and why Lead indicators are great, but only effective if they lead to Lag indicators! Lag indicators are the ultimate result of your selling efforts! But don’t always tell the full story. So, which should a salesperson or sales manager measure or monitor? Which is more important? Which do you or your […]

5 Motivations to keep going and when to quit Successful salespeople are generally motivated people.  They have a drive to succeed.  As their managers, we try to motivate them in various ways:  Sales meetings, financial incentives, pep talks, etc.  Some work sometimes, but none of them work every time.  The reason is based on the […]

5 Motivations to keep going and when to quit Successful salespeople are generally motivated people.  They have a drive to succeed.  As their managers, we try to motivate them in various ways:  Sales meetings, financial incentives, pep talks, etc.  Some work sometimes, but none of them work every time.  The reason is based on the […]