It’s a common refrain from salespeople. And it’s one I hear from people who are on a crusade to change what they feel are the unfairly held negative stereotypes of salespeople. It’s a common topic that people applying to be a guest on my podcast (Sales Enablement with Andy Paul) want to talk about. Which […]

“Hey, could you be more salesy?” Never in my decades in sales has a customer ever asked me that. “Andy, we’d really like to buy your product. But, you’re just not salesy enough. Could you please be more salesy?” This is the one question a buyer will never ask you. That’s right. It’s the one […]

Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps are automated, such as emails or text messages, while others are initiated by a salesperson, such as phone calls or […]

When you hire salespeople, you should always look for team players. It takes more than consistent coaching and training to create a productive sales team. According to CEB, the most effective sales teams no longer focus on individuals, but on teamwork. In order for sales teams to perform at their best, sales reps must do […]

As Thanksgiving approaches, it’s natural to personally count your blessings. But what about professionally? For example, your sales team — Have you shown them gratitude lately for what they do? Like the proverb, “You can catch more flies with honey than with vinegar”, research by Glassdoor indicates that employee appreciation translates to better retention rates, […]