Podcast – Greg Martinelli

A sales career is built on self-balancing your time For an effective sales career, you need to be self-balancing.  In every sales role, there is a constant pull of your time and energy between two opposites.  For example: “Do I……. Listen in as we discuss how balance can help and hinder your sales career!

What to do at those critical moments of doubt Every salesperson at any moment can run into a wall of doubt on any sales call.  Even the most experienced have moments of doubt.  Don’t let bravado or stoic expressions fool you.  We all have it. Confidence does not necessarily eliminate doubt.  Confidence can mean that […]

Do the Sales Two-Step to get there Anyone can build their sales territory into a great empire of profitability for themselves, their company, and their customers.  In my early days of sales, I sometimes needed to repeat the mantra, “Build the empire one step at a time” or simply, Build it”.  Starting out in sales […]

How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind.  That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting.  Warm selling means meeting customers who are happy to see […]

 to help navigate your sales process When calling on a prospect, most salespeople make one small error.  They know exactly what they want to accomplish on that sales call.  It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales […]

How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first.  And by own it, I mean make it yours.  When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done.  Usually, […]

How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market.  However, in 35 years in agribusiness, there may have been maybe six years of this type of booming Ag economy.  […]

No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition.  All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]

Recently, in a sales training workshop, we were working on a cold call/prospecting role play.  Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them.  In almost every role-play group, the person in the farmer role would complain about the weather, Ag politics, or profitability.  The salesperson would […]

I spend a lot of time training salespeople on how to ask questions.  Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, to develop relationships, to solve customer problems, etc.  However, […]