Salesperson reputations | Sales Xceleration

Why Salesperson Reputations Are So Bad (and How to Overcome This Trap)

Salesperson reputations stink! In poll after poll, survey respondents typically rank salespeople above only members of Congress on trust, honesty and competency. Frankly, that’s some scary bottom-feeding company to keep! Sadly, we have no one to blame but ourselves. As Pogo said, “We have met the enemy and he is us!” To understand why salesperson…

Stop Being a Proposal Factory

Way too often a salesperson returns from the frontier with great news – “my prospect wants a proposal!”  The request for a proposal is cheered as a big step forward in the sales cycle.  The sales team then diligently works up pricing on various products and services with the hope that something said or shown…

“If I Was 6 Feet Tall”

I am 5 feet 10 inches tall, and have often wondered if I would be more successful if I was a full 6 feet or taller.  Thankfully, a crucial difference between successful and less successful people is not their height, but their level of confidence and ability to make the best of what they have.…

Why Discounting is Bad for Business (and Why Simple Alternatives are Better)

It’s not uncommon for clients and buyers to seek discounts on your products or service solutions. From the customer’s perspective, there can be many reasons to ask for better pricing: lack of perceived value, insufficient funds, better quotes from competitors, and so on. After all, who doesn’t like to get the best possible deal, right?…

New Advisor Spotlight – Jon Anderson – West Chesterfield, NH

Sales Xceleration is pleased to announce the addition of Jon Anderson to our team of Outsourced VP of Sales Advisors.  Jon is the Principal of Sidehill Consulting, located in West Chesterfield, New Hampshire, where he serves companies seeking revenue turnaround, new business development and sustainable growth. Jon’s sales expertise spans 25+ years in varied industries. …