Latest Articles
Latest Articles
Consistent Proactivity is The Key To Predictable Sales Growth
Proactive communication is so effective for sales growth because most salespeople -- and organizations -- don't do it. When you communicate proactively, you are one of the only ones doing so. But the key is to implement proactive communications not once in a while...
I’m Giving Away Signed, Personalized Books
I am giving away signed copies of my last two books -- 5-Minute Selling and Pick Up The Phone & Sell -- both Wall Street Journal bestsellers. Here's the process: 1. If you've read one of these books, and have not yet written a review, please do so, and email me...
Chase The Rejections
Sales is a rejection profession but we salespeople do everything possible to avoid it. Nobody fails more than salespeople -- not even baseball players, where a 70% failure rate is considered exceptional. And yet, we salespeople go to great lengths to avoid being "no"...
How Customer Friendships Create Sales Growth
Some people are experts at small talk — they can work a big room and instantly be everybody’s distant acquaintance. They are experts at knowing a tiny bit about a lot of people. Most interactions happen on the surface. Many politicians are this way. And many...
How to Eliminate Peaks & Valleys in Your Sales
Multiple clients -- manufacturers and distributors -- have told me their customers are canceling meetings with them. Some companies have implemented "no travel" policies during this Covid surge. Some customers are required to work from home, where they cannot meet...
Persevering in 2022
For about two years I have been working on selling a revenue growth project to a large, several-hundred-million-dollar distributor. This fall, after two years of talking, we finally got a meeting together with the president and two sales leaders. It went very well....
How Owners, Executives and Sales Leaders Can Grow Sales in 2022
My last newsletter mailing of the year is for owners, executives, managers, and leaders of sales teams. Here are the approaches you can implement in 2022 to create systematic, organic, predictable sales growth. These will seem annoyingly simple to you, and that's...
What If They Steal My Customers?
Here is a comment a client shared with me today, during a discussion about about placing testimonials throughout their website: "We thought about this and decided not to do because we didn't want our competition stealing our customers." This was my response: If a...
Sell With Silence
Sell With Silence By Alex Goldfayn Sales is an interaction of asking questions and allowing customers to answer them. Unfortunately, all too often, we salespeople don't wait long enough to let the customer answer. Instead, get in their way. Don't let your nervous...
What Customers Think When Salespeople Don’t Call
What Customers Think When Salespeople Don't Call By Alex Goldfayn When we don't call our customers proactively, to check in on them, to ask what they are working on and what we can help with, here is how they perceive it: You don't care enough to call. You don't care...