Author's articles
Have You Got the Courage to Ask?
By Kelley Robertson · 12 years ago
During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues...they ask.
If you want to increase your sales and grow your business ...
Are Minorities Ruling Your Sales Decisions?
By Kelley Robertson · 12 years ago
The Canadian Broadcast Standards Council (CBSC) recently banned radio stations from playing "Money for Nothing" by Dire Straits after it received a SINGLE complaint from a ‘minority group about the use of the word ‘faggot’ ...
Sales Prospecting Best Practices
By Kelley Robertson · 12 years ago
Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this ...
How to Create and Deliver a Killer Sales Presentation
By Kelley Robertson · 12 years ago
Everyone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of ...
6 Fatal Email Mistakes That Cost You Money
By Kelley Robertson · 12 years ago
Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them ...
Increase Your Sales By Avoiding These Lame Sales Questions
By Kelley Robertson · 12 years ago
During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, "When I’m talking to ...
17 Best Practices of Top Performing Sales People
By Kelley Robertson · 12 years ago
Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 ...
10 Thing Sales People Need to Know About C-Level Decision Makers
By Kelley Robertson · 12 years ago
Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles.
C-level decision makers are paid to improve their business results. Regardless ...
How to Master a 30 Minute Sales Meeting
By Kelley Robertson · 12 years ago
You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time ...
Why Sales People Hate Cold Calling
By Kelley Robertson · 14 years ago
Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to ...
Are Routines Holding You Back?
By Kelley Robertson · 15 years ago
What routines are preventing you from increasing your sales?
Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, ...