As an entrepreneur or small business owner, you understand the importance of marketing. You know that it is essential to getting your message out, building your brand, and creating more opportunities for growth. But if you don’t have an in-house marketing team and don’t have the time or resources to […]
PSA is pleased to continue delivering our events both live and online. On September 8th you can choose to join us in person as Jason Jones gives his presentation or join us via webcast from 7:45 – 9:15 a.m. See below for details and registration: Does networking feel like a […]
Traditional selling techniques of pitching, explaining and convincing produce buyer resistance. Unless the buyer believes everything the rep is sharing and is essentially already sold on the solution there will be resistance. This happens when the buyer listens and then decides whether they agree with the person or not. When […]
In a recent PSA MN presentation, I discussed the Emotional and Psychological challenges that face salespeople, as well as how individuals can use Emotional PPE — Resiliency, Realistic Optimism and Positive Actions — to overcome those challenges. Workplace Culture also plays a role in decreasing — or increasing — these […]
It’s ‘game on’ in the virtual environment, as the world still hesitates to return to normal. Don’t worry, whenever norms and patterns get blow apart, it has a tendency to return to normal, but not necessarily the same normal that it was. The new normal will emerge as a fusion, […]
Sales will always be filled with uncertainties. Even our most researched, and economically sound forecasts can be turned upside down overnight. We must always be prepared to create breakthroughs, and expand our capacities, no matter what. That’s why the 5 Success Mindsets, contained in this one question, are so simple […]
The amateur tends to embellish or construe what they assume conveniently to be a positive or yes in the buying process. In reality, a prospect’s verbiage may include, in its most promising form, a maybe. We can’t cash checks from maybe. We don’t earn the opportunity or seal the commitment […]
So, like many people, I have a habit of finding ways to avoid prospecting. For example: Did you know that there is a website available to create acronym’s from words? It’s nameacronym.net. The acronym for my name? A – Awesome N – Novel N – Nurturing E – Energetic T […]
As organizational hierarchy has flattened and cross-functional teams are increasingly responsible for getting the work done, everyone needs to be able to influence. In fact, last week a human resources manager told me that influencing makes up almost his entire job. “Every now and then I have to tell people they can’t or have […]
By Bill Hellkamp Looking at the caller ID on your phone you see that it’s the salesperson from one of your suppliers. Brad’s not a bad guy but you know he’s going to ask for a visit and you’re very busy. The meeting will start with the normal pleasantries, and […]
Register for REPLAY: Scott Welle: Daily Execution. Extraordinary Results.
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Register for REPLAY: Dr. Stephen Crawford: The Power of Persuasion
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Register for REPLAY: Patrick Finnegan: 3 Keys to Effective Sales Presentations
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Register for REPLAY: Danita Bye: 3 Bold Decisions to Empower Sales Growth
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Register for REPLAY: Steve Watt: Become a Business Building Magnet on Social Media
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Register for REPLAY: Dean Lincoln Hyers: Screen Presence to Up Your Game
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