Measuring What Matters

Measuring Sales Performance

What is one of the least effective questions a sales manager can ask when trying to measure sales performance?  ‘What sales do you have coming in?’ If you just heard yourself ask that question in the last week.  Stop it now! That is like asking a professional sports team what score they will have at the end of the game.  They know what they are going for, but it totally depends on how well they play the … Read More

Think Before You Speak

A big mistake that companies make in sales is not bothering to take the time to think about the best way to position what they are selling, creating a sales script for it and practicing their pitch. Sounds obvious right? Business owners and salespeople constantly surprise me by not taking the time to: Develop a succinct way of explaining what they do and who they help, Practice what questions they will ask in a sales … Read More

Even The Hobbits Knew Where To Go

Hobbit Knew Where to Go - Sales Process

What happens when there is uncertainty about the next step in the sales process? Nothing – slow to no sales, no control of the sale, elongated sales cycles and management unable to ask anything more intelligent than “What sales have you got coming in?” I was once asked to help a company raise their sales through sales training. They wanted to make more sales. Simple, right? So, the first thing I did was interview all … Read More

Salespeople are a waste of [email protected] money!

Salespeople are a waste of money

Yep, that’s what I was told. Let me tell you the story. I was speaking with a potential client recently and they told me with a great deal of emotion that salespeople are a waste of f&*#king money. Of course, I was intrigued and asked what he meant and he went on to tell me that they have employed a few in the past, costing hundreds of thousands of dollars for no result. My next … Read More

Velocity Selling TV – Episode 74 – Tools for Success

In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt share the tools that everyone can use for success. Everyone, especially if you are in sales, can truly benefit from the worksheets that are a part of the Velocity Selling system. These tools for success help you keep on track to reaching your goals with breaking down the daily disciplines which will help you in your personal and work life goals. No … Read More

Velocity Selling TV – Episode 73 – Discipline Towards Buyers

Sales Coaching Recruiting

Discipline towards your buyers is an essential piece to the sales puzzle. Showing your clients and your potential clients that you care enough to take their business with the upmost respect by demonstrating your disciplines will enable you to convert more clients than if you did not have discipline towards buyers at all. Be sure to always be prepared for any sales call and do what you need to do to make sure that each … Read More

Velocity Selling TV – Episode 72 – Discipline Towards Your Organization

Sales Organization

Back again with Velocity Selling TV, Bob Urichuk and Matthew Whyatt share the importance of Discipline Towards Yourself in episode 71. Having self-disciplines incorporated into your day to day life is a crucial part to success. In business you must have discipline. Learning how to break down your overall goals within the organisation to your daily disciplines will enable you to not only reach those goals, but to be an overall success. Set out timelines, … Read More

Velocity Selling TV – Episode 71 – Discipline Toward Yourself

Sales Discipline

Back again with Velocity Selling TV, Bob Urichuk and Matthew Whyatt share the importance of Discipline Towards Yourself in episode 71. Having self-disciplines incorporated into your day to day life is a crucial part to success. Many famous and/or wealthy people in society will have a strict daily routine. For most, it’s a strict morning routine. Doing the same tasks each day will help you structure your life for success. Being sure to stay motivated, … Read More

Velocity Selling TV – Episode 69 – Step 8 Account Retention & Development

Sales Solutions

The final step in the Velocity Selling System, step eight, account retention and development brings the whole client focused system to an end. Bob Urichuck and Matthew Whyatt discuss a major part of any sales person’s job- retaining the customer and growing that relationship. Once you have empowered your buyer to buy and they have joined forces with you to achieve the outcomes they want to achieve, it is vital as a salesperson to ensure … Read More

Velocity Selling TV – Episode 68 – Step 7 Prescribing Solutions

Sales Solutions Prescribing Solutions

The seventh step in the Velocity Selling System is what all salespeople should be doing after they have completed steps one through six, and that would be prescribing solutions. As a sales person, you should consider yourself to be a doctor of selling. Why? Because any doctor that prescribes without understanding the diagnosis is committing malpractice. As a salesperson, you want to make sure that you fully understand what your buyer needs for their business … Read More