Priority Blog

Short answer: yes, if the client is willing to put in the work. The person who can guarantee bigger sales revenues is not the sales consultant. At the end of the day, it’s actually up to the client. The sales consultant can advise, recommend and occasionally cajole — but the company that hired them has to […]

I was trying out a new audio book called ‘How to Get a Meeting with Anyone’ by Stu Heineke. It’s a quick, fun volume, on getting past the gatekeepers (a perennial sales problem) – but the further I got into it, the more I had a feeling akin to déjà vu. The meat of the […]

It’s never been easier to find talented people to hire for your sales team — but are you using outcome-based targets to do it? In a twist on LinkedIn, some hiring companies and recruiters are now going on apps like Tinder and Snapchat to find new talent. Whether you’re using a recruitment agent or handling […]

There’s a funny blind spot that comes up a lot in my work, as I help companies grow their sales pipelines: great sales people don’t always become great sales managers. A rapid-firing startup can see a phenomenal few quarters and promote their star sales professional into management – and not much happens. Sales plateau. The […]

The big deal, the sure thing, the sale that’s going to take your company to the next level… doesn’t happen after all. Eventually, it happens to everyone in business. Even for seasoned sales professionals who have become adept at riding the waves in a sea of rejection in our hunt for the big fish, we […]

Selling is getting harder. What we are effectively doing is selling change.  If you want a company to thrive long-term, that’s often what’s needed. I was reminded of this while consulting for a company that was undergoing a restructuring. It was long overdue, but also essential if they were going to stay in business. Their […]

Selling products is hard. Selling change is harder – but if you want a company to thrive long-term, that’s often what’s needed. I was reminded of this while consulting for a company that was undergoing a restructuring. It was long overdue, but also essential if they were going to stay in business. Their organizational structure […]

In the last while, I’ve written about how customers can help sales reps to stop being their own worst enemy; how entrepreneurs who are afraid to sell can get over that hurdle; and now I’d like to have a little chat with the person at the center of these conversations: sales people, I’m talking to […]

Entrepreneurs who are bootstrapping their own startup face all kinds of challenges. If they don’t have the funding or revenue yet to provide for a full-time sales rep or sales team, that often means they need to sell on their own. As I’ve seen quite often with colleagues who have attempted to follow their dream […]

Nobody likes pushy salespeople – and as a sales coach in Vancouver who deals with this misconception a lot, I should know. I’m often coaching sales teams to do a better job of refining their qualifying funnel. Part of that job is helping them understand that ‘no’ is a good thing – and I wish […]