Butch’s Mailbag: Tips For A Manager’s First Sales Meeting

Dear Butch, I’ve recently been promoted to a Section Manager at (my company) and will be holding my first sales meeting that I’m responsible for on June 1. I’ll have 9 reps there. Any tips or ideas you can give a newbie? Thanks and I enjoy reading your site. Kris J. Kris: Congratulations! This sounds like an exciting time in your career. Hopefully, I can give you a little something you can build on today. First, I noticed your sales … Continue reading →

Closing from a Distance

In the past, most companies divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products no matter where they are on the planet. So, companies are more likely to claim as your territory any client who has a need for [...] Related posts: Closing Sales = Sweet Success Be Aware of Unique Cultural Needs in Sales Barriers to Closing Copyright and Property of this Article … Continue reading →

Teaching An Old Dog New Tricks!

“You can’t teach an old dog new tricks.”-Author Unknown Ever heard that? Well, that’s another myth I’d love to dispel. You’re never too old to stop learning, growing and improving. In fact, when you stop doing so it’s usually a sign you’re not living—but dying. “Old dogs usually are the ones that get run over or put down.”-Butch Bellah If you are going to continue to run with the “young dogs” and perform at your peak level, you have to … Continue reading →

Mid May Goal Check Up

Yesterday was May 15th, the midway point of the month. So, where are you in relation to your May goals? It’s time to do a quick check and take stock of where we are and make any necessary changes. Obviously the first step is to get out your goals—you do have them written down, don’t you? Now, you should be A MINIMUM of 50% of the way to achieving your total monthly goal. But, here’s where your mid-month goal check … Continue reading →

The Best Sales Training I Ever Had

Some of you may know that for 10-years I toured the nation as a professional stand-up comic. I got to meet and work with some of the top names in the business and remain friends with many of them today. I never did it “full time” as my only job, but it got to the point around 2000 that I had to make a decision: either I was going to go for it or I was going to hang up … Continue reading →

Mailbag: Know Your Numbers!

From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing it and getting emails like yours keep me inspired. Ok, to your question: I don’t know what you sell, so I’m not sure if you … Continue reading →

All Buyers Are NOT Liars!

A tired, old saying in this profession is “buyers are liars” and luckily I had forgotten about it until it popped up recently in one of many sales, marketing and management-related newsletters I read. I wish I would have skipped that edition because I hate that phrase: Buyers are liars. Sadly, some new salespeople are being taught that as you read this—and their mind is being poisoned, their attitude is being ruined and their career is probably being hindered—all because … Continue reading →

Shake Up The Status Quo!

Sometimes it’s good to rock the boat—to make waves—to not accept everyone else’s definition of success or achievement. Recently I spoke to a salesperson who told me, “In our business if you can sell 12-15 units a month you are a rock star!” I guess you know what my next question was: “So, how many are you selling?” “Eight to ten. I’ll hit 12 in a good month.” I thought about this for a long time and had to wonder, … Continue reading →

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