Inspirational sales quotes to inspire your team

48 motivational sales quotes to motivate and inspire your team. Improve sales performance and close more sales. “Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.” ~ Ben Horowitz “You don’t need a big close, as many sales reps believe. You […]

How to beat sales competition in tough times and sales slumps.

If you own a company, or are a CEO or sales leader, there are certain moments of truth. During such moments, what you do or don’t do NOW, will largely determine where your company or sales team sinks or swims. What sets apart companies that survived or struggled during economic challenges?(There are links to studies […]

Leverage “No”: How rejection leads to faster sales success.

“The difference between successful people and really successful people is that really successful people say no to almost everything.” Warren Buffett “Top producing sales reps are OK with hearing “no” and saying “no.” The rest? Not so much.” Scott Channell “No” is the second best answer you can get as a sales rep. Not as […]

Should appointment setters get a bonus on deals closed?

Dear Scott: We are establishing a small in-house team to set up meetings. Besides the base pay was thinking of giving our B2B appointment setters a bonus based on deals that close. What do you think? Bonus Boy Dear BB: Bottom line, I don’t recommend basing appointment setter compensation on deals that close. There are […]

Sales professional or amateur? Your reality determines success.

Some salespeople are consistently top performers. They rank consistently in the top tier of growth, performance, and revenue achievements. Then there are all the rest. Made up of two groups. The first group of “all the rest” are those that are capable of top tier achievement and trying hard but some combination of false beliefs […]

Sales win preconditions: Will to win is worthless, without…

“The key is not the will to win. Everybody has that. It is the will to prepare to win that is important.” ― Bobby Knight In sales, the will to win plus a cup of coffee is worth about $2. The better question is…do you possess the determination and ability to properly execute the tasks and […]

Why “good scripts” won’t save you

Transcript of video. Lightly edited. Hello everyone. This is Scott Channell author of Sell the Meeting all about setting discovery calls from a to Z, and a new book only out about a month Powerful Sales Scripts Sell the Meeting, which is an update and expansion of the script tips found in the Sell The […]

Bullseyes, barns and cornfields: #1 cause of lead gen failure

This is part rant and part a plea for common sense. The #1 cause of lead gen failure to set discovery calls with high-probability prospects is that the wrong targets are being called. Not by a little, but by a mile. People who are very accomplished in their fields, organized, rational, deliberate and accomplished in […]