Email SellectSales


Call SellectSales


Call us 512-351-7665

SELLect Sales Icon SELLect Sales Blog

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 […]

Read More

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 […]

Read More

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.  […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

May 12, 2016

Flat-Headed Squirrels

What happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left?  You guessed it!  Such is life for indecisive squirrels.  It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for […]

Read More

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 […]

Read More

February 18, 2015

Sales Tips – 5 Things You Should Have Said On The Sales Call

This blog is inspired by a true story of a little boy who went to the zoo with his 1st grade class and managed to entice a penguin into his backpack, zip it up, conceal the wiggling backpack on the bus and bring it home. I’m sure, as this enterprising little boy’s mother packed his […]

Read More

October 26, 2010

A Pub Called The Stall And Objection

While in Europe, I became fascinated with the pub lifestyle that is integral to the English culture. The number of “Public Houses” per capita is staggering, and each is christened with an intriguing moniker such as The Eagle, The Mitre, The Flying Pig, The Coach and Horses, The Lion and Rose, The Rat and Parrot, […]

Read More