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Author Archives: Adam Kash
Sales Leaders: Play the Game by The Rules… The New Rules for Selling as we adjust and return to the “New Normal.”
Let us face the facts. Selling has changed dramatically since the Pandemic. Your customers and prospects are affected to varying degrees. Some previous accounts will not be returning. Some will be “re-tooling” their businesses.” Some will be “business as usual.” … Continue reading
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What happens to your business when the PPP money runs out?
Are you prepared, or are you behind in your business & sales structure re-positioning? Week 8 into the crisis. We all know the numbers, bad news and struggles repeated hourly on all the news outlets. We are in a crisis … Continue reading
Posted in Business Challenges, Sales, Sales Development
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Problems you can solve in advance of the Economy “Re-opening”
In this crisis, you have one small luxury…to take some time to determine what is working and not working today, so you can structure the company you need when this crisis “winds down.” Fact: If you do not intentionally CREATE … Continue reading
Posted in Leadership, Sales
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Owners & Presidents: The difficult survival issue to address
The issue? Your business viability and survival are at risk. Today’s Jobless claims five-week total is roughly 26.5 million and it is a greater stretch of job losses than the Recession of 2008-09. This is the recession on steroids. As … Continue reading
Responses to the Top 3 Most Common Objections/Stalls during the Pandemic
To everyone that participated in our survey last, we want to thank you. We have taken your TOP 3 most common stalls/objections and created appropriate responses for each of the Top 3. The real reason to be able to handle these is to … Continue reading
Posted in Business Challenges, Sales, Sales Development, Sales Management, Sales Manager's Corner, Uncategorized
Tagged Objections, Sales
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Your teams are probably NOT effectively working from home!
As the sales leader, you ask yourself: “How are the “troops” doing, working remotely?” Your inbox has been loaded with ‘advice” on communication, coaching, and giving feedback and encouragement during sales people this unsettling time. The customers/prospects are “playing defense,” … Continue reading
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“Company spending freeze; Budgets drying up; Putting the brakes on.” NOW WHAT???
Sound familiar over the past couple weeks? As a Leader, how do you help your people overcome their fear? What MUST you do to help them separate their “sales mission” from all the “noise” they are hearing (and possibly believing?) … Continue reading
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Real Sales Leadership for your “Remote” Sales People
We’ve all been inundated with ‘tips” on the internet on “how to work remotely” over the past week. Sales Leadership is NOW critical. In this time of remote selling – telephone skills are more important than ever. Your people want … Continue reading
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Kash Sales Brief: The “AS WE AGREED TO LETTER”
Problem: good intentions, incomplete communications and missed expectations typically create delays, misunderstandings, misinterpretations and missed closing opportunities. So, what do we do to be better in our communication to get agreements & commitments? We must adopt a clearly written letter/email … Continue reading
Kash Sales Brief: Time Management
Time is the salespersons #1 asset. It’s also a “depleting” asset. We can’t “recapture” time. Insight: “You can’t manage time; you can only prioritize & manage your activities and what you do with your time.” How we spend our time is most critical. We’ll share 3 major components of Time/Asset … Continue reading
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