Sales Resources

Blogs, Videos, and Articles that bring you immediate value.

a checklist for complex sales

A Checklist for Complex Sales

How would you feel about taking a flight where the pilot didn’t use a checklist? Why, then, do you let your salespeople sell without one?​ Pilots use checklists not because they don’t know how to fly but because they operate in a complex environment where it’s easy to miss a step and make critical errors. They must get it right every…

3-Steps-to-Avoid-Being-Commoditized

What Does AI Say About Being Commoditized?

3 Steps to Avoid Being Commoditized If you go to ChatGPT and enter “How to avoid being commoditized by customers,“ here is something similar to what you will get as a response. Avoiding commoditization by customers is essential for businesses to maintain their value and pricing power. Here are several strategies to help you avoid…

The Best Sales Training Tool to Win More Conversions

The Best Sales Training Tool to Win More Conversions

I’ve been in the sales training industry for the better part of 20 years, and I’ve observed countless companies re-implement their sales training or pursue the latest shiny new thing. I’m not talking about ongoing sales skills development and optimization. I’m talking about the belief that their overall sales process isn’t yielding enough conversions to…

Six Sigma and Your Sales Process

Six Sigma and Your Sales Process

I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. I concluded they didn’t scratch the itch. There had to be a better,…

5 Minutes to Increased Industrial Sales

5 Minutes to Increased Industrial Sales

Overview Selling in the industrial marketplace presents many unique challenges.  Salespeople are required to have a high degree of technical skills. My first sales position was as a sales engineer for a machine tool and robotic systems company.  I had been an engineer until they put “sales” in front of my title.  To be effective…

How to Avoid "Show Me What You Got"

How to Avoid “Show Me What You Got”

Why do so many sales calls not go as planned? The poet Robert Burns wrote, “The best-laid plans of mice and men often go awry.” He could have just as easily been talking about B2B sales calls. No matter how well something is planned for, things can still go differently than planned or anticipated. During…

2 Minutes to more Effective Asking Skills

2 Minutes to more Effective Asking Skills

Why is Asking for what we Want so Difficult? Asking is a critical skill for anyone to have – especially salespeople.  When we plan a sales call, presentation, or meeting, we do so with the goal of obtaining a specific action.  Sounds simple, doesn’t it?  Why then is it so difficult for us? Let’s look…

What’s the difference between Asking & Questioning?

What’s the difference between Asking & Questioning?

Why does it matter? “Asking” and “questioning” are two different skills that are essential for every salesperson and sales team to master. Although they are two dramatically different skills, most individuals view them both as questioning: “What questions are we going to ask?” Or, “What are we going to ask?” In the next 2-minutes, you’ll…

What Your Training is Missing. ASK!

What Your Training is Missing. ASK!

Company leaders spend thousands of dollars per year on training their salespeople. They invest in all types of training to improve their teams based on metrics, gut feelings, and observations of their team’s performances. These investments include, but not limited to… Presentation skills Negotiation skills Key Account Management Sales Processes Sales Methodologies Customer Service skills…

How to Ask for Referrals

How to Ask for Referrals

Every salesperson wants more referrals, and ALL sales leaders want their people asking for referrals consistently and confidently. Asking for a referral seems simple, but isn’t always easy. We seem to follow the path of least resistance and ask in an indirect way or procrastinate altogether. In Susan Ward’s article, How to Ask for Referrals and…

HABITS-OF-PROFESSIONAL-SALESPEOPLE-1

10 Habits of Professional Salespeople

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Are your Prospects Engaged?

Are your Prospects Engaged?

When TMG works with sales individuals, groups, and organizations, the question of “what makes for a great fitting customer?” often comes up. I call this our “Customer Fit” criteria. Customer fit is a pivotal section in our Sales Checklist and Key Account Process. The purpose is to ensure you’re spending time with customers who make…