Blog - Posted on April 13, 2016 - by Bob

In the Seat and Ready for Sales Performance Take-Off with Velocity Selling!

What you do should be what you love, and that alone will reward you. Get out there and play your passion! This first quarter of 2016 has been marked by multiple moving seats as I: criss-crossed the globe, logging some 40,000 kilometres on trips to Costa Rica, California and Viet Nam; welcomed Matthew Whyatt as […]

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Blog, Sales Techniques - Posted on March 29, 2015 - by Bob

Match and Mirror—Someone Just Like Me!

Have you seen the Discover card TV spot “We Treat You Like You’d Treat You” that shows the caller talking with a mirror version of themselves on the other end of the line. That “awesome sauce” is hard to forget! Or how about the one in the car showroom where the salesperson morphs to match […]

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Blog, Sales Coaching - Posted on March 28, 2015 - by Bob

Own Your Sales Targets—Assess Your Progress at Each Stage

What are the three most important things that you want from your job? If you don’t know or if you can’t answer this question, you are not taking control of your life or your future and you are leaving life to chance and circumstance. Your job or business has expectations of you. You should have […]

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Blog, How To Sell, Sales Coaching - Posted on March 15, 2015 - by Bob

What to Do When Call Reluctance Strikes

To be successful in sales you need to communicate effectively on the telephone. Salespeople know that: [Tweet “You build relationships and make more sales when you pick up that phone more often. “] As Matt Heinz recently reported: 93% of converted leads are contacted by the 6th call attempt (Velocify) Tweet this 78% of decision […]

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Blog, Team Effectiveness, Team Leadership - Posted on March 15, 2015 - by Bob

Create Inspiration Not Perspiration with Your Performance Reviews

For some organizations, employees are now finding out what “bonus” or “incentive” payment they will receive based on 2014 financials. Figuring in the results are performance reviews dreaded by employees and their managers alike, no matter what level of the organization each is at. For most, personal and corporate goals have little in common. And […]

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