Archive for the ‘Sales Coaching’ Category

How Should You be Focusing Your Time as a Sales Leader? Part 2 of 12

As sales leaders, are you doing actual sales training EVERY week to help your team grow? Ask yourself these questions: Am I training my people how to manage their time? Am I training them how to close? Am I training them how to leverage online media to build their brand to generate more leads? It is one of the most […]

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Income Producing Activities for Sales Leaders (Part 1 of 12)

As a sales leader, are you proactively recruiting and doing recruiting interviews? In my first installment of 12 activities that sales leaders need to do to make money, I am going to talk about the importance for you to be constantly recruiting. Even if there is NOT a need currently, you NEED to have a file of source resumes. Otherwise, […]

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How Should you be Focusing your Time as a Sales Leader

As a SALES LEADER, what should you be focusing time on and tracking to create revenue? I’m going to be sharing with you the 12 things you can do that make you money. Many of the things you’re doing right now are not things that make you money. Over the next 12 videos, I will be focusing on sales leaders […]

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The Average Person Spends This Many Years of Their Life Watching Commercials

Can you guess how many years of commercials you will watch in your lifetime? Benjamin Hardy states in his book; Willpower Doesn’t Work, that we spend 4 YEARS of our lives watching commercials! This is VERY disheartening, but also eye-opening. Are you willing to give up the same amount of time it takes to graduate with a degree from college […]

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The Average Person Checks Their Phone This Many Times Per Day

How many times a day do you check your phone? You might be shocked to learn that Benjamin Hardy sites in his book, Willpower Doesn’t Work, that the average person checks their phone 85 times DAILY. This may be why you feel that you do not have enough time in the day. I’ve been reading Benjamin’s book, and it has […]

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How to Set Up your Schedule for Success as a Sales Leader

Is your calendar structured in a way so that your time spent matches how you are getting paid? Sales leaders have all sorts of different commission structures. You may have some base salary and then possibly paid a percentage of your production if you are a producing sales manager. Also, you are probably paid a percentage of your team’s production. […]

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How Sales Leaders Can Cut Interruptions In Half (Part 2)

Let’s talk about my second tip in cutting interruptions in half. It is about adding a SPEED BUMP in front of team member interruptions in your day. REQUIRING them to send a TEXT with what the challenge or issue is can teach CRITICAL THINKING and develop PROBLEM-SOLVING in your team. This can help prevent interruptions and prevent a drop in […]

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How Sales Leaders Can Cut Interruptions in Half (Part 1)

Charge a price for ADMISSION into your office! Every time a team member walks through your door require that they have at least two viable ideas to solve the challenge in front of them. It will help to train your team members to be future leaders. In my first installment of this series targeted toward sales leaders, I talked about […]

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My Number One Time Management Tip For Sales Leaders

I want to share with you probably the most impactful thing you can do to get more time back in your day and to empower your people. If you’re a leader with an open-door policy, start scheduling regular one on ones with each of your team members. At Southwestern Consulting, we call these “personal conferences”. They are scheduled regular one […]

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Why your Open-Door Policy is Killing You

What if I told you your open-door policy is killing your productivity and you are not creating leaders amongst your team? While you as a leader want to be there to help grow your team, you are making them weaker by them not trying to problem solve before walking through your door. I will help you get back to being […]

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This CEO’s Surprising Sales Tip Featured Client Interview with Joel Widmer

Saying no to prospects sounds risky, but today’s guest, Joel Widmer of Fluxe Digital Marketing, is here to show you how to turn your “no’s” into a robust referral relationship. Joel shares the two distinct and simple ways you can turn what you are already doing in your business, into a helpful tool for potential clients you can’t take on. […]

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How to Get Control of the Fires in Your Day

Do you ever feel like you spend your whole day putting out fires? It’s exhausting, frustrating, and leaves you feeling like you are back to square one when it comes to your day. You should never sacrifice your time for things that can wait. In today’s video, I am going to give you two ways to determine if it is […]

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How to Build on Your Victories

Maybe you have heard the age-old saying, “Comparison is the thief of joy.” I see this time and time again in the workplace especially when it comes to goal setting. Goal setting can either make you feel: 1. Fired up- eagerly anticipating tackling the goal and exceeding expectations 2. Discouraged- why haven’t I achieved this yet? I am so far […]

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How to Identify Your High Payoff Activities

It is difficult to identify worthwhile time investments. You find yourself second-guessing your choices and then kicking yourself for investing your time in something that didn’t pay off. Sales requires a lot of time, and time is money. You can waste it, invest it poorly, or knock it out of the park. That’s a lot of options- with only one that […]

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How this Southwestern Client Doubled His Referrals (Featured Interview with Jeff Goodman)

You are amazing with clients, you have a great product, your offer a great service, but you just can’t seem to ignite a fire in your sales- at least not like you should be. You feel powerless- why am I working so hard and not seeing the results I should be? You feel hopeless, and self-doubt starts to creep in. […]

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How to Conquer FTI

I want to talk with you about something that can get in the way of you accomplishing big goals and target deadlines that you set in your sales business. It’s an acronym that we call FTI- Failure to Implement. Failure to implement doesn’t stunt your sales growth. It leaves you feeling discouraged. The “Failure” part of the acronym becomes bigger […]

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The First Question You Always Must Answer in Sales and Marketing

There’s a really important question that you need to ask first in your marketing or sales. If you don’t, you miss out on converting prospects into new customers. You’re missing out on a chance to impact people and change their lives. Many marketers and salespeople don’t ask this question though, because they don’t even know they should be asking it. […]

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After Hours Voicemail

This is a prospecting technique that is completely out of the blue and totally effective! This scenario might have happened to you…Your prospect all of a sudden cancels a meeting, or there’s no excitement in their voice when you talk to them, or the connection that was once there has vanished. This leaves you feeling confused, anxious, and quite frankly […]

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Why Your Networking is Not Working

Networking. It’s a great way to build business, right? We say, “Hey, we’re going out to this event to develop warm leads for our business.” Yet, you can have two entrepreneurs or two salespeople who have widely differing views on networking’s effectiveness. Why is that? One person says, “Networking, what a waste of time. I’ve been to so many meetings […]

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Entrepreneur on Fire Podcast Interview with Dustin Hillis

Checkout this podcast interview with John Lee Dumas the host of Entrepreneur on Fire and Dustin Hillis Co-founder of Southwestern Consulting. 3 Key Points: You cannot teach what you don’t know, and you cannot lead where you won’t go. Selling is the transference of emotions and expectations. Keep your principles. Stay focused on your principles. Enjoy! (Click here to listen […]

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