David Kellerman's Page

Because it is the holiday season I thought it appropriate to talk about sweets.
Typically, when sales people are meeting with prospects they will ask a few questions to determine some level of opportunity for them to sell their product. Once the door seems to be open and the prospect starts acting interested the salesperson goes into a feature dump. “Here Mr. /Ms. Prospect, look how shiny, pretty and wonderful our product is.” They go on and on and on and on about their product. They totally for… Continue

Recently I met with a sales manager who’s sales were off over twenty percent in 2008 who told me that his remedy for increasing revenue was have his sales team make more calls. So, he implemented a new sales plan in January that required his team to increase their calls by twenty-five percent. This would be accomplished by working till 8:00 pm three days a week. “It’s a numbers game”, he said.
I was amazed by his strategy and I asked only one question, “How’s it going?”
Here’s what he said, “Sal… Continue

In working with and talking to businesses over the last twelve months I have come across three incredible strategies that many companies have been implementing. Let me know if you have come across some of the same strategies.

1) The Chicken Little Strategy: this to me is the most insane strategy of all. The general mindset is that we need to run for cover because the sky is falling. The companies that have implemented this strategy don’t want to talk to anyone!
2) The Ostrich Strategy: this str… Continue