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July 5, 2017

3 Quick Tips for Getting Past the Gatekeeper

Does it sometimes feel as though the decision makers you need to speak with are residing in a gated community? As a salesperson, you often have to battle your way past a phalanx of receptionists, secretaries, administrative assistants, and the like. Here are 3 quick tips for getting past the gatekeeper so you can enter […]

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May 14, 2017

I Feel So Cheap

Many companies, sales teams and individuals come to me because they’re very frustrated with one issue.  They’re sick and tired of having to “buy” the business by dropping their prices. It seems that there is no industry that’s immune to competitors who will engage in a race to the bottom on pricing. Thanks, Competitors, nothing’s […]

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April 7, 2017

Sales Skills: The “It” Factor of Revenue Rock Stars

Despite the famous quote “Good is the enemy of Great,” when it comes to hiring sales people and evaluating their sales skills, many employers have given up trying to distinguish the good sales people from the great sales people. They just don’t want to hire any more BAD sales people. Salespeople are tough to evaluate […]

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March 8, 2017

It’s Time for your Sales Organization to Grow Up!

5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”?  Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode.  Growth is largely measured one way: increasing revenues.  […]

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February 11, 2017

I’ve Been Networking for a Year and All I’ve Gained is 10 Pounds!

Oh the woes of networking! Lots of time, money and poundage all in the pursuit of more business! It’s the best thing and worst thing that’s ever happened to sales people. The allure is obvious: comfort and camaraderie of a group, promises of help and introductions, and more sales and revenue—OK, who did I lose […]

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January 9, 2017

If You Need Approval, Get a Dog!

Attributes of Revenue Rock Stars is a topic I am frequently asked to speak or write about.  When discussing the attributes of top revenue producers, it’s also important to understand the most common disablers of sales people who otherwise look good on paper. One of these disabling factors is Need for Approval. Need for Approval […]

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December 17, 2016

Prospecting and Cold Calls – How Do You Feel?

Take a look at the picture, and what phrase comes to mind? Unfortunately, this is how a lot of sales people feel right before they pick up the phone to start making cold calls. I think we’ve all had this feeling, however this “insert your favorite phrase here” moment is quickly replaced by the thrill […]

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September 4, 2015

Why Sales Training Is Critical To The Success Of Your Business

Let’s imagine that you are part of a management team for a large sales corporation. You have just hired several new people as part of a growing sales force and are confident that they have the skills to succeed, but understand that they might need a bit more fine-tuning before they can really drive the […]

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March 18, 2015

Hiring Sales People – 5 Must Ask Interview Questions

No amount of sales management and training will make up for hiring a weak sales person, unfortunately it happens too often. Interviewing sales professionals is especially challenging. “Really liking” a candidate is not enough because most sales professionals are uniquely talented at building relationships. Below are some of my favorite interview questions and topics that […]

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March 4, 2015

Voicemails that Get Returned – Top 10 Reasons Prospects Don’t Call You Back

Frustrated with the response you are getting from prospects? In classic “David Letterman Style”, here are a few things you may want to evaluate: 10. You left your 60 or 90 second commercial on their voicemail, and it sounds like a marketing brochure. Marketing Brochure Speak does not sell. It is appropriate for collateral materials […]

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