Blogs

By: NF5 Press Room
Fri, September 28th 2012

The iTunes Store's newest app, Ninety Five 5 Sales Flashcards, debuted today in a bid to help sales professionals master key conversation responses to commonly asked questions. The app is free and can be downloaded here.Why should you download this app? Because success in sales (as with most things in life) is determined by practicing a deliberate, repeatable set of skills – over and over – until mastery is attained. Practicing key conversation responses helps […]

By: Randy
Mon, April 23rd 2012

Many people address everything else but themselves. In financial terms, people often -- especially in these hard economic times -- serve their creditors, and if there's something left, then it's left for them. And that actually perpetuates that situation -- you continue to serve your creditors. If, on the other hand, you paid yourself first -- set aside 10 percent of your pay and begin to build a nest egg, and then use the 90 percent that's left to take care of everythin […]

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By: Randy
Tue, April 10th 2012

I've noticed that a lot of salespeople overcomplicate their selling environment by focusing on every possible to do of a particular sale.  I have found that if instead I focus on the 1, 2 or 3 most important sale advancing to do's -- selling becomes very simple. At a high level, the job of a sales pro is to talk with people to find alignment of interest or not -- and if there is alignment work through what has to happen in order to decide let's do busin […]

By: Randy
Tue, March 27th 2012

Salespeople commonly struggle with the question: "What makes your company the one I should do business with? What makes you different?"The way they (or most) respond is predictable. And it's actually laughable. But it's highly predictable and very common. When a salesperson, sales executive or business executive hears that question they usually say -- without knowing anything about the customer -- something like: "Our differentiation in the marketplace is&h […]

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Move Off the Solution    
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By: Mahan Khalsa
Thu, March 22nd 2012

Have you ever heard the phrase that (fill in the blank) is a "natural born salesperson?" What does that even mean?If we buy into the idea that some people have "got it" and other's don't, then if you "have it" you're going to be great if you don't then you're not. There's no such thing as a natural born salesperson. So what makes a salesperson great?What about intelligence? There's zero correlation to intelligence and w […]

By: Randy
Tue, March 20th 2012

I'm often amazed at how many senior execs (who are involved in the sales cycle) completely extract themselves from expertly applying their own company's sales process and skills. I see this so often that it really, really amazes me.It doesn't matter the size of the company – let's say it's a small company and the CEO knows most of the customers and regularly calls upon them. Then he or she wants the salespeople to get better at what they're doing […]

By: Mahan Khalsa
Fri, March 2nd 2012

In sales, there's a necessary balance between courage and consideration. If you have too little of either one, it's usually going to cause some problems. Most salespeople error on the side of consideration. They want clients to like them, they want to be friendly, they want to gain acceptance and approval. If you happen to be the kind of person who likes to expand your sense of courage - to be courageous - then sales is definitely the field to go into. You get so many chanc […]

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By: Mahan Khalsa
Tue, July 5th 2011

I'm giving a talk in a couple of weeks on Sales Transformation. I don't take the word transform lightly.To transform is a significant change from the norm. It is not a small thing.  It is not the same thing as improve. Improve seems to be getting better at what you already do, whereas transform means getting good at something you've not been doing. That's a bigger jump.It occurs to me that if you actually keep improving as you go, that is the transformati […]

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Bradenton, Fla., June 17, 2011 – Ninety Five 5, an execution-focused sales transformation company, today announced that partner Mahan Khalsa has been selected to present at the 2011 Microsoft Worldwide Partner Conference (WPC) July 11-14 at the Los Angeles Convention Center.  WPC is Microsoft's annual partner conference with more than 12,000 attendees from countries all over the globe converging in Los Angeles, Calif., for this year's event."Our Micros […]

By: Randy
Tue, June 7th 2011

The planning effort for some -- if not most -- salespeople, sales managers and sales organizations is a box checked and then long forgotten by this time of the year. Now that we're sneaking up on the midpoint of the year, it's a good time for a check-in on that 2011 sales plan. (See my post titled “Remove the anxiety from the question: 'Can I see your 2011 sales plan?'" from last December.)This can be a very informal assessment. The objective is to se […]

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sales planning   sales plan    
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