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12 Power Questions to Help You Separate Good Sales Performers from Good...
It’s that time of year when you may be evaluating who you need to add to your sales team in the coming year. In a previous blog post I talked about the importance of using behavioral interviewing when...
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Simple Strategy to Help You Dramatically Increase Your Sales
Transcript of video included for your convenience. Question: John, give me a tip for how to grow my business this year? Answer: I think there are couple of things you can do but one that universally...
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Sales tip: How to Sell Bigger Deals Faster
John Boyens of the Boyens Group shares power tips for Selling Bigger Deals Faster. Video transcript included for your convenience. Please leave a comment or share if you’ve found this information...
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5 Challenges New Managers Face and How to Overcome Them
5 Challenges New Managers Face and How to Overcome Them Video transcript included for your convenience. We have identified 5. We call them the 5 fatal flaws of management which is more than just an...
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Mastering the Science of Selling – The Sales Success Formula
Video transcript included for your convenience. Question: John, we all know there is an art to selling but you also talk about the science of selling – tell us more? Answer: I hear sales people always...
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Deals Stuck in the Pipeline? Simple Strategies for Closing
Video transcript included for your convenience. Question: What do you tell someone who’s got a Prospect Stuck in the Pipeline? Answer: You know its interesting companies today are really struggling...
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Get your Sales Team $elling!
We’ve found that professional sales teams rarely suffer from a lack of effort…however the disparity between effort and positive results is quite common. So what gets in the way? Is it the...
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Have an IDEA who you’re Selling
Our research on over 20,000 salespeople and sales leaders worldwide shows that the top salespeople, regardless of industry, have developed a consistent sales process that they execute in order to...
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Creating a Productive Selling Zone workshop
Spring training games are almost done and baseball fans across the globe are excited about the regular season starting on Sunday night. While I don’t know who’s going to win the World Series in the...
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15 “Secrets” of the Most Effective Leaders
Are you looking for ways to become a better manager? If so your first step should be to eliminate the word “manager” from your dictionary and insert the word “leader” in its place. One of the key...
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Productive versus Unproductive Selling Activities
As I’ve written in previous blogs there is both an “art” as well as a “science” to selling. The “art” of selling includes building rapport/trust, establishing/nurturing relationships, etc. The...
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Selling over the Telephone
Most people don’t like to sell over the telephone. The number one reason…Rejection! Our research shows that you have 15 to 18 seconds to get someone’s attention on a tele-prospecting call. That...
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The Secrets of Referral-Based Selling
Do your salespeople ask for referrals as often as they should? Do they get quality referrals on a regular basis? In speaking with thousands of entrepreneurs and business owners over the past fifteen...
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Driving Sales Productivity in the Second Half of the Year!
Let me start by saying: If the first half of your sales year started off well keep your focus and activity levels to make 2013 a great year both personally and professionally! If it started off poorly...
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The Secrets to Hiring “10′s”
My focus this month is Effective Management and was also the subject of my Keynote speech at the Tennessean’s Top Workplaces 2013 Awards Luncheon this past week. Let me start with a few “facts” about...
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Using Military Strategies in Business
In his book, The Art of War, Sun Tzu writes “The skillful leader subdues the enemy’s troops without any fighting.” In business, especially in sales,his quote rings true to me. That’s why so many...
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Creating a Sales/Marketing Plan
Most businesses owners/executives have an idea of how they want to run their business. It may not be written down and it may not be detailed enough but they have a general idea of what it’s going to...
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Customer Retention and Up-Sell
I get asked some variation of the following question at just about every workshop I facilitate: Since the majority of business in the US generate most of their revenue selling to existing clients what...
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To Respond or Not Respond, That is the Question!
I’m often told that I give so much valuable information that it’s like drinking from a fire hose. In an attempt to deliver the info you need in a way that’s easy on you I’ll be breaking down the...
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Working “on” your Business versus “in” your Business
Too many business owners/sales leaders spend most of their time working “in” their business versus “on” their business. They’re focused on the tactical steps of running a business versus the strategic...
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