Tom Niesen

As a leader at your company, probably the most notable thing you want to see is an enthusiastic sales force. But, believe it or not, that could be a problem.

I have always been a good sales person, but I have always found little bumps in the road that can stall the sale, leaving it in the middle of my sales funnel.

Most sales managers, Executives, and CEOs take this time of year to create a forecast, which is great, but it is just an intellectual process. To realistically look at 2016, you should look back on your last 3 years and see how much growth you and your people have experienced.

This is the time that everyone starts to think about next year, but I'd ask you to take it a step even further. To realistically look at 2016, you should look back on your last 3 years and see how much growth you have had.

We just arrived at the town of Barritiz, France after a day and a half; now the trick is to get to St. Jean Pied de Port, a town at the base of the Pyrenees Mountains where our journey begins. I got through to the Internet last week and found the name of a lady who runs a service of running people to and from St. Jean and Barritiz and I emailed her asking her to pick us up.

We left St. Jean Pied de Port tis morning for a 20 mile walk over the Pyrenees mountains. We walked for 8 hours.... probably the most painful exercise I have done. 6 hours of walking was straight up a mountain. Interesting I trained for that part of it....it was walking down the mountain that was the most painful part

Has this ever happened to you: You’re in the middle of your second or third “good discussion” with a prospect. Everything’s going great. The prospect poses an innocent sounding question: “Say, how big is you company?”

How do you identify the intent of your prospect’s questions? By reversing. Find out more in part 2 of this sales tip.

A good sales plan establishes goals, priorities, timetables, and necessary resources. A sales plan that will achieve your ends has these characteristics...

Have you ever given a presentation to a prospect who seemed ready to buy…but found that, for some mysterious reason, the opportunity went nowhere once your presentation was complete?