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Sales Stories from the Track Selling Institute

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According to the lyrics of American singer-songwriter Bob Dylan, “The Times They Are a-Changin’.” Dylan was right.

A 2017 Forrester Research Study predicted there would be a million fewer B2B salespeople by 2020. We’re there! Welcome to 2020.

Why the decline in B2B salespeople? A major cause is that today’s buyers conduct their own initial research on the web. Online product and service information answer many prospect questions. No longer are buyers reliant on a...

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Eight Track Selling tips to add sales luster to your 2020

As you begin a new year - and new decade - now is a good opportunity to evaluate your own sales career goals and identify the steps you'll need to take this year to reach them.

Here are eight suggestions to help increase the quality of your professional and personal life in the coming year. Discuss them with your boss, your peers and your partner. Build an action plan and execute!

1. Make a career plan.

Imagine committing just 10 percent of the amount of time into becoming a sales...

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Tackle these 3 selling challenges with confidence

If you’re experienced in sales or sales management, you know selling doesn't always go “according to script.”

Just as in real life, sales conversations often don't happen the way you want or think they should. Your prospects' thoughts and feelings about the salesperson, your company, your product, service and price often disrupt the dialogue. As lyricist John Lennon of the Beatles sang in Beautiful Boy,

“Life is what happens to you while you’re busy making...

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When is it time to fire your client?

When do you say, “Enough is enough”?

Have you gotten to the point in a client relationship that you need to stop what you’re doing, call it quits, and move on?

Knowing when to fire your client is one of selling's biggest challenges.

If you need proof of the importance of knowing when and how to call a halt to a client relationship, let me share with you a startling statistic. An article on the Forbes website stated, “it can cost five times more to attract a new...

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Are sales coaches effective for sales leaders?

More than ever, sales managers today are looking to improve their coaching skills, manage more effectively, and stay in their job longer. Why?

Consider these disconcerting statistics from a white paper by Dr. Jack Zenger and Dr. Joe Folkman:

  • More than 60% of sales reps surveyed say they’ll leave an organization if their boss is a poor sales coach.
  • While 75% of businesses believe coaching is the most important thing sales leader do, almost half the managers surveyed spend less than...
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