Kelley Robertson

14 Things Sales People Should Never Stop Doing

Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career. If you are serious abo... Read >

Have You Got the Courage to Ask?

During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues...they ask. If you want to increase your sales and grow your business you need to develop the ability and skill to ask ... Read >

Are Minorities Ruling Your Sales Decisions?

The Canadian Broadcast Standards Council (CBSC) recently banned radio stations from playing “Money for Nothing" by Dire Straits after it received a SINGLE complaint from a ‘minority group about the use of the word ‘faggot’ in the song. People who are ... Read >

Sales Prospecting Best Practices

Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this integral sales strategy. Part of the problem is that very... Read >

6 Fatal Email Mistakes That Cost You Money

Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their b... Read >

How to Increase Your Sales By Asking

Too many sales people don’t ask for the things they need or that could help them increase their sales and grow their business. Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations... Read >

Increase Your Sales By Avoiding These Lame Sales Questions

During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, “When I’m talking to a new prospect I like to... Read >

23 Penetrating Sales Questions You Need to Start Asking

A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid". It generated some interesting comments and one reader asked, “What questions should I be asking?" What ARE the questions sales people should be asking to increase their ... Read >

17 Best Practices of Top Performing Sales People

Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people. 1. They set HI... Read >

11 Things That Irk Decision Makers

Selling in today is highly competitive business world requires more effort and energy than ever. However, there are certain things that can work against you, especially when you sell in a B2B environment. Sales people do a variety of things that irk d... Read >

10 Thing Sales People Need to Know About C-Level Decision Makers

Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles. C-level decision makers are paid to improve their business results. Regardless of how the media portrays ... Read >

How to Master a 30 Minute Sales Meeting

You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new prospect any questions during your brief telephone conv... Read >

Can Nice Guys Become Great Sales Hunters?

Late last year I had an awesome telephone conversation with a colleague. During our call, I admitted that I have never been a great hunter in my business. What he said in response really caused me to think, "That doesn't surprise me; you're too nice."... Read >

How You Can Win the War on Discounting

Since the recession began there seems to have been more focus on price and more pressure for sales people to discount their products and services. What's a sales person to do? Here are six ways you can win the war against aggressive demands for lowe... Read >

How to Block the Competition

In today's business climate, virtually every company has more competition than they did a few years ago. And many of these competitors are beating at YOUR customers' door in an effort to get their business. Some of these competitors will be more aggressiv... Read >