By GilCargill on May 3
Now I know the title of this article may come as a surprise to some of you especially in light of the fact that I’m in the business of helping my clients improve their top and bottom line produced by their sales force. I believe that you can’t manage sales. But, you can [...]
Posted in Sales Skills | Tagged sales management, sales results, sales solution
By GilCargill on April 11
When it comes down to it there is very little magic in finding, selecting and recruiting a sales superstar. The problem that I frequently observe is that business owners, MSP’s, VAR’s and or sales managers make the mistake of hiring people for the wrong reasons. You see, I believe in hiring sales people for their [...]
Posted in Sales Skills | Tagged competitive, hiring sales people, hunting for sales, sales
By GilCargill on April 2
I conducted a workshop, last week, with approximately 20 CEO’s of business to business selling organizations. A common theme was the fact that their sales force has aged and their CEO’s have found it challenging (and a few cases impossible) to manage their senior sales people. The purpose of this article is to provide some [...]
Posted in Sales Skills | Tagged sales solution, senior sales
By GilCargill on March 29
Sales results are a long standing issue that occurs between sales teams and MSP’s. The purpose of this article is to shed some light on why many MSP’s dislike sales. In a phrase, I believe that there is a love hate relationship that exists. Specifically, when an MSP or VAR has a sales team that [...]
Posted in Sales Skills | Tagged sales, sales expectations, sales results
By GilCargill on March 2
This is not an article about an old rock and roll song. It is however recounting a situation I encountered earlier. During the past few days, I have terminated my relationship with several service providers. My need for their service has been satisfied and I decided to save some money and terminate these relationships. In [...]
Posted in Tips | Tagged questions, terminating service
By GilCargill on February 27
This is the moment that many sales people who are confusing effort with result. Our profession, while quite rewarding, can be very harsh. Specifically, trying hard just isn’t enough. We sales professionals are always measured on the only thing that counts…new order. If you’re not growing the topand bottom lines for your employer, it’s improbable [...]
Posted in Sales Skills | Tagged consultative selling, relationship selling, selling
By GilCargill on February 24
An enormous amount of sales, time, talent and energy is wasted by selling to prospects who can’t buy, won’t buy or worse shouldn’t buy. An easy way to determine whether or not you’re talking to the right person is to constantly reflect on this question. “Has this man or woman ever implemented any product or [...]
Posted in Tips | Tagged sales, tips
By GilCargill on February 22
Believe it or not, the advice of listening to your prospect seems to be becoming increasingly archaic and outdated. Unfortunately, it is the best way to get a sale. One of my first sales managers told me that GOD gave us 2 ears and 1 mouth and that we should use those features in at [...]
Posted in Sales Skills | Tagged listening skills, proactive listening, sales
By GilCargill on March 30
Over the past 35 years, thousands of CEOs have hired me to help them improve the productivity of their sales force. Without exception, I’ve found that the fastest route to significant, permanent and measurable improvement in both the top and bottom line has very little to do with sales training and much more to do [...]
Posted in Cargill Consulting Group
By GilCargill on February 2
I was recently asked by one of my clients to conduct some research to find an emailing service. Their goal was to send out marketing emails to their database and drive some of the contacts in their database to their website. The goal and the concept sound very simple and straight forward. My offer to [...]
Posted in Cargill Consulting Group
