Entries by Mark Burrall

Joint Sales Calls for Fun and Profit

Sales quote: “Formal education will make you a living. Self-education will make you a fortune.”   Recently, we have seen more and more sales organizations employ a practice formerly used only in training new sales reps. Joint sales calls have become more of an ongoing practice and not just part of training for the rookies. […]

Spend Time on the Right Stuff

Historically, we have considered two ways to increase sales: add more salespeople, or improve the effectiveness of those we have. Equally important is spending time on the right stuff. We often hear “my sales team is not spending enough time pursuing new prospects.” Salespeople, like most of us, tend to take the path of least […]

The Seven Basics of Negotiations

Sales quote: “Humility is virtue, timidity is an illness.” First and foremost; negotiating is a necessity in life (not just business life; all life). Learn how to negotiate or think about becoming a hermit. Set an anchor. Adam D. Galinsky, in a Harvard Business Review article, talks about being first to set an anchor in […]

The Seven Basics of Negotiations

By Mark Burrall Sales quote: “Humility is virtue, timidity is an illness.” First and foremost; negotiating is a necessity in life (not just business life; all life). Learn how to negotiate or think about becoming a hermit. Set an anchor. Adam D. Galinsky, in a Harvard Business Review article, talks about being first to set […]

Sales Process Drives Sales Forecast

Sales quote: “Without a sense of urgency, desire loses its value.” If you haven’t done so already, you are about to come up with a sales forecast for next year. Then, you will likely do quarterly adjustments. So, how come your forecasts are always so inaccurate? The biggest single reason for this problem is lack […]

Now, Let’s Negotiate!

Sales quote: “Success is the study of the obvious. Everyone should take Obvious 101 in school.” At some point during your sales process you will get to some level of negotiation. It is often price, but can also be delivery, terms, accessories, or even items unrelated to this sale. Understanding there are no guarantees in […]

Sales Manager or Salesperson?

Sales quote: “No one goes to work to fail” You’ve been promoted to Sales Manager, but you want to keep some accounts. Or, your boss says you need to keep some accounts. Either way; it’s a bad idea. Here are a just a couple of really bad situations you can find yourself in: You’ve been […]

Fire That Prospect!

One of the things we continue to impress upon our coaching clients is how to qualify prospects. More succinctly; how do you know when to fire a prospect? Undoubtedly, this is our most difficult decision. When do you walk away from a prospect? Here are some tell-tale signs that will help you make that decision. […]

Let the Customer Discover

Too often I am on a call with a salesperson who is convinced the customer wants to hear everything he knows about his product or service. Nelly bar the door! He is going to cover every point! Shortly after pleasantries are exchanged our sales pro starts into his features and benefits. The really inexperienced don’t […]