The Sales Challenge Blog

Can We Sell Now? How About Now? One of the more interesting questions I’ve come across over the last couple of weeks as we all get our arms around this new normal of selling in coronavirus times is, “Is it inappropriate to talk business while all this is going on around us?” Over the course of 24

One Problem, Two Outlooks You have a choice and you need to make it quickly. Your sales depend on it. How do you see this coronavirus as it pertains to sales? Is this a devastating and crippling blow to your psyche and attitude and wallet? Do you see this as a gift? Those are the two options. This

A Great Use of Downtime Life is busy. Your sales day consists of calls and estimating, deliveries and prospecting. Rare is the moment where you are not doing something. But every once is a while, you get a break…or perhaps you are spent and need a break. Whatever. In that precious expanse of

The Pastor’s Rule Bill’s note: Full credit for this blog idea goes to my client, Barry Henry. During our weekly coaching call, Barry told me a story about his pastor’s unique policy for seeing to it people in the congregation get to know each other. I thought it’d make an interesting blog… At a

That Maverick, Successful, Annoying Sales Rep There’s one on every sales team. He doesn’t get along with others. She goes right when everyone else is going left. He is argumentative. She is not Management’s favorite by any means. But he/she is the number one sales rep in the company. Okay, maybe

Follow-Up: How Much Is Too Much? A frequent question that comes up during my coaching calls has to do with follow-up. Specifically, clients want to know what to do when the customer ghosts them. Perhaps this occurs after a price has been submitted. Or maybe a first appointment went well but there

Fish in the Sun It’s 90 degrees out and you are sitting on your deck. A neighbor comes by to say hello. He’s carrying a cooler. Apparently, he’s just returned from a morning of fishing and wanted to share the bounty, knowing how much you love seafood. Reaching in to the cooler, he pulls out a

Your LinkedIn Mistakes The next time you receive a request for a LinkedIn connection, I want you to pay special attention to the process you use when deciding whether to hit “Accept” or “Ignore.” If you are like most of us, myself included, a quick “Accept” happens only after looking at two