Category Archives: Psychology

Persistency: The difference between the greats and the rest.

Have you ever thought about what differentiates great sales people from all other sales people?

The answer is that a lot of things differentiates them. I have already talked about some of them here but I haven’t mentioned the most important one before now.

Your ability to be pleasantly persistent and never let up in you pursuit to clarify how you can improve your potential customers business, is one of the key skills all great salespeople has. In this video I talk about why that is important.

Introducing the education driven sales model

How can you avoid costly hiring mistakes when you grow your sales organization? How can you at the same time ensure that your team consist only of A-players and that you have an unparalleled performance culture, with zero churn in your sales department ?

The education driven sales model is the answer. By building sales training of your team into the DNA of your sales organization you can decrease turn, improve your revenue/cost factor and build a performance culture that is unmatched.

If you want to go a bit deeper into the advantages of the Education driven sales model I have made a quick presentation here:

 

 

How to create a high performance sales organization.

I think this might be one of the most interesting topics in sales management.

How do you push your team to maximize performance without killing motivation?

I think the key is to set ambitious targets for the value the team has to create and then trust the team to find the best way to reach that target.

And once you have those ambitious targets make sure to NOT set up a commission structure to measure it, unless you are aiming for demotivated sales people.

How to hack your productivity.

Being productive and making sure that the actions your spend your time on, brings you closer to your goals, I believe is a cornerstone in a fulfilling life.

In this video I talk about how you can hack your habits to make sure that they work for you and not against you.

A lot of your time is spend doing stuff that is controlled by your habits so this might be the singular most effective thing you can do to achieve greatness.

Enjoy. ๐Ÿ™‚

The easiest way to increase revenue.

If you had 1 thing you could do to increase the revenue of your company, what would it be?

In 99 out of a 100 startups looking at how the product is priced would yield the biggest impact on the topline. Make sure you are on top of how you price and package your product. ๐Ÿ™‚

“The perfect cold call.” Part 2 of 4

In this 2nd episode of the the perfect cold call we will look at the opening of the call.

This is the most critical part of the cold call. If you can’t sell the person you are calling to engage in a conversation with you within the first 5-10 second, it is over.

In this episode I will go through how I open the call myself. I will go through the techniques being used, and the theory behind them.

If you haven’t checked out Episode 1 of the perfect cold call, make sure to do it before you continue.

For questions, you know where to find me. ๐Ÿ™‚

Research VS. Activity

So how much time is the right amount of time to spend researching, prospects you are going to contact?

I believe researching, sorting, talking about how to contact leads is the primary reason for procrastination in sales. It seems valid that you should know who you are talking to, what books the person likes, favorite movies etc. That can be used to engage in a meaningful conversation right?

The truth it that information like that can be used, the investment in gathering it compared to contacting more prospects just doesn’t make sense.

“The no commission sales department.”

In a previous post I have talked about why I believe you can destroy the motivation of your sales department by using a commission structure.

But then what to do? The commission structure in sales, has largely been the most predominant motivator in making sales guys run faster and sell more.

In this post I talk about how you can set up your model, to support your business, while still maximizingย  motivation in your team.

Why compensation models can destroy motivation

In this video I talk about the science of motivation. What is the difference between extrinsic and intrinsic motivation, and what happens when you combine the 2.

It turns out that they way most business try to motivate their employees, is counterproductive if the goal is to have super motivated, hardworking professionals in your company.

Let me know if you disagree. ๐Ÿ™‚

“Sorry, we have no budget”

In this post I will talk about the most feared sentence in sales, when a potential customer tells you that they do not have a budget.

Spoiler alert, they always have budget, you just haven’t convinced them to use it on you yet. ๐Ÿ™‚