Articles by Brian Offenberger

Coaching is the way sales managers help salespeople move results from good to great. But although most sales managers know the importance of coaching, few do it properly.

Cold calling is still a viable new-business development approach for most security salespeople.

How do you follow up with prospects to maintain momentum without being annoying?

About a month ago, I spoke to a group of security integrators and they asked me what the most essential sales skills for success in 2017 and beyond were.

One of the things that will turn a security salesperson pale is to hear a prospect say, “I’ve met with two of your competitors and both will do it for less money.” Or, “Nice presentation. We’re going to shop around. We’ll get back to you.”

Every sales team member must be able to clearly communicate why a prospect should buy from them instead of a competitor.

My client Mike, who manages a sales team on the West Coast, had a problem: One of his salespeople suddenly stopped performing.

My friend Todd was in a panic. He had submitted his monthly sales forecast. He was now two days away from the end of the month and he wasn’t going to make his number.

Want to know the number one thing you can do to make 2017 your best sales year ever? Make this December highly productive.

The new year is right around the corner. Before you get all full of egg nog and holiday cheer, here are nine things you can do for more sales in 2017.