The Death of Glengarry


Almost @ The Finish Line

I wanted to send a quick note and let you all know that I’ve been heads down (as we all should be) and am fortunate to report that Q4 & all of 2009 has been a really great year.  At this point (12/21),95% of the hard selling has been completed and now the final push is on to get those last deals in.

I wish you all a great close to the month, a happy holiday season and a prosperous 2010.   Gonna be great.

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Tommy Boy School of Sales Training

Lesson: Think about who you are talking to before you open your mouth



Do you want to be a Sales Manager

Lessons: Ask the Tough Questions & Interview Wisely



3 Ways to Build Sales Momentum on a Friday

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One of the many annoying sayings heard around most corporate offices is “TGIF” (Thank God Its Friday) and I whenever I hear that, I say (under my breath) “You are a loser” because I hate Fridays.  As a sales rep, this is the time of the week where I get tangled up in non-productive internal meetings and forecast calls.  It’s also when most of my clients and prospects are shutting down for the weekend.  I’ve worked hard all week, moved some things forward and now I’m out of runway and must  stop pushing the deal foreward.  Or am I?  What if I could do a few small things to maintain my flow and keep the ball moving forward.  As a rep, this momentum is my lifeline.  Lose it and your are F’ed.

While there are many ways to build momentum and I thought I would share 3 ways to build sales momentum on a Friday:

1) Get Prepared & Be Productive:

Friday morning before 9:00 am – make a list with 2 columns.

Column 1 has the names of customers that you have not talked to in the past 2 weeks -NOTE: I never let 2 weeks pass without a live call into any existing client because if you don’t have time to speak to them, you do not deserve to have them .

Column 2 has a list of 20 prospects that you will connect live with that day.  This is the foundation of my afternoon call blitz.

2) Be Discliplined and Make the Damn Calls

Clear your schedule for any BS meetings and dedicate at least the afternoon to making calls – this goes for both inside and field reps.  Now while, you can’t cancel a forecast meeting, you can get prepared for that call the night before to limit the time it takes by having your shit together.  From 1pm-4pm, Continue reading