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Another Loss, Another Pity Party
Feb 07

Another Loss, Another Pity Party

By Kelly Riggs | Sales + Leadership

When salespeople win a sale – when they close a deal – it’s because they are good at what they do. Just ask them! They will tell you how hard they worked; how smooth they were. The will give you every detail of how they set the hook and reeled in the Big One. But if you listen to salespeople talk about a loss, you will hear something else entirely. Instead of talking about their mistakes or missteps, you’ll hear a litany of reasons that explain why they lost the sale.

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Jan 17

Today’s Short-Cut Culture and the Impact on Selling

By Kelly Riggs | Sales + Leadership

So, how many times do you hear salespeople say “selling is about relationships?” It’s absolutely true! Unless the sale is strictly transactional and highly commoditized, relationships are essential to success. Unfortunately, however, there are no short-cuts or “hacks” for building relationships, but that hasn’t stopped salespeople from trying to end-run the relationship side of selling.

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Dec 28

Social Selling: The Sleight of Hand Continues

By Kelly Riggs | Sales + Leadership

“Social selling” programs don’t actually teach someone how to SELL more effectively, they teach how to use social media TOOLS more effectively – software, webinars, video, etc. The programs revolve mostly around social selling funnels, email hacks, video tools and content, and other tips and tricks that you can execute in your pajamas in mere hours per week. The problem is social media isn’t actually selling; it’s more like marketing—the creation of awareness and interest in order to build credibility that leads to a relationship.

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