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Blog Entry
April 1st, 2021 | Gil Cargill
New post from Gil Cargill..check it out I know that title might seem to be a little bit odd but, when it comes to recurrent training, pilots outperform salespeople hands down.  For whatever reason, the sales profession has the perception that getting trained once is enough for a salesperson to be proficient throughout his/her career.  Nothing could be further from the truth.... - read more
 
Blog Entry
March 12th, 2021 | Gil Cargill
New post from Gil Cargill..check it out Attempting to dramatically change/improve the productivity of your salesforce, without conducting a thorough root cause analysis, is an exercise in hoping that your efforts will produce positive results.  In my experience, too many sales improvement initiatives are launched as a result of a senior executive saying (sometimes in a very loud voice), “Do something about... - read more
 
Blog Entry
September 24th, 2020 | Gil Cargill
New post from Gil Cargill..check it out There are many numbers, or metrics, that need to be monitored in order to optimize the results of your selling efforts.  Most sales professionals spend much of their time trying to generate leads or, in other words, they’re trying to fill their sales funnel.  Obviously, that’s important.  But what would happen to your top and... - read more
 
Blog Entry
August 29th, 2018 | Gil Cargill
New post from Gil Cargill..check it out No, not that kind of emotion; but the emotion that exists when you ask a prospect to change his/her vendors, products and/or business processes.  You see, although the topic is frequently glossed over, I believe that natural human emotion is an inevitable component of virtually every sale. For instance, I believe that your prospects are... - read more
 
Blog Entry
August 27th, 2018 | Gil Cargill
New post from Gil Cargill..check it out In forty years of conducting professional sales training, I’ve learned that frequently the problem with a company’s ability to produce profitable revenue does not rest in the hands of the salespeople.  Rather, the suppression of sales, albeit inadvertent, is a function of sales process bottlenecks. You see, all salesforces have processes.  Most of these processes... - read more
 
Blog Entry
August 1st, 2018 | Gil Cargill
New post from Gil Cargill..check it out It’s an old axiom in sales that the best salespeople listen better than they talk.  I’ve noticed that some salespeople confuse the ability to recite volumes and volumes of information regarding their product and service as selling.  In fact, all they’re doing is talking.  Unfortunately, if you are not listening, then you can’t learn what... - read more
 
Blog Entry
July 31st, 2018 | Gil Cargill
New post from Gil Cargill..check it out In the past few weeks, I’ve received over a dozen requests from salespeople regarding what to do when their sale has stalled.  The symptoms of a stalled sale are as follows: Your customer does not respond to your phone calls and voicemails as they once did.  You see, at one point in time, you and... - read more
 
Blog Entry
July 16th, 2018 | Gil Cargill
New post from Gil Cargill..check it out In my experience, all sales teams can benefit by segmenting into three compartments.  This assumes, of course, if you have more than two salespeople (LOL).  The segments are the top twenty percent, the middle sixty percent, and the bottom twenty percent. Twenty percent of all salespeople are the top producers.  These are the men and women... - read more
 
Resource
June 14th, 2016 | Matt Whitlock
After a short hiatus to take a little R & R, Rich is back in full force on this week's episode of ChannelPro Weekly. - read more
 
Blog Entry
October 23rd, 2015 | Gil Cargill
New post from Gil Cargill..check it out - read more
 

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