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Author Archives: Adam Kash
Sales Management: Joint Sales Calls: Steps to Success
Background: many times, joint calls become a “circus show” of show and tell; or someone trying to dominate the conversation. Some reasons typical joint calls end in confusion are: No pre-meeting plan Uncertainty of each person’s role & responsibility (sales … Continue reading
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Hour Blocking: The Secret to Effective Time Management for Salespeople
Time management is an essential skill, and hour blocking is a powerful way to master this skill.You can use it to block off hours in your schedule and get more things finished. It enables you to take control of sales … Continue reading
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MANAGE AND QUALIFY QUOTES & PROPOSALS ….
BEFORE YOUR TEAM SPENDS TOO MUCH WASTED TIME…..Are they “real” and are they moving forward…..do you know….do your sales people know? How do they know? Here are a few fail-safe tactics:
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Pricing Issues & How to Handle the “Too Expensive Objection”
It is Too expensive 1. As compared to? 2. How do you mean? 3. In relation to? 4. Tell me why do you say that?
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Accountability or Excuse Making?
What will you accept; when “Results are on the line?” Excuse making is: A plea or explanation offered in defense of one’s conduct Excuse Making: A release from obligation, duty, etc. ………A “pretended” reason for conduct “Every excuse that is … Continue reading
Posted in Attitude, Business Challenges, Coaching, Sales
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Sales Manager’s Corner: Capturing Sales Growth
As Sales Managers, we sometimes get distracted. When we do, so do our sales people…and the performance & results suffer in the process. Our people are looking for direction and feedback that “help” them generate results. Let’s give them that … Continue reading
Posted in Coaching, Sales, Sales Management, Sales Manager's Corner
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2018 4th Quarter: Time to Close Business!
As the Sales Leader, what has your team accomplished Year to Date in 2018 and what is required in Q4? It is critical to have a realistic, actionable, defined plan for the remainder of 2018 to ensure your sales people … Continue reading
Posted in Leadership, Sales, Sales Management
Tagged Sales, Sales Leadership, Sales Planning
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“I’ll Do Whatever It Takes! As Long as It’s Convenient for Me…” The Commitment to Sales Success
***We asked our intern, since he is returning to school soon, to summarize one characteristic or quality that he learned during his summer here at our sales consulting firm*** “I’ll Do Whatever It Takes! As Long as It’s Convenient for … Continue reading
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Understanding and Overcoming the Need for Approval
***We asked our summer intern, Noah Cralle, to create a blog entry based on what he had learned over his initial seven weeks at Kash Development Corp. He has experienced sales coaching sessions, sales team meetings, and interviews – and … Continue reading
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Why do deals “get stuck or stalled” and what should you do to get them moving?
Why do deals “get stuck or stalled” and what should you do to get them moving? The real question is: Where in the process do they get “stuck” and “why” do the get stuck or stalled? Do we understand their … Continue reading
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