Category: Cargill Consulting Group

What’s SEO All About?

By Gil Cargill on June 11

There’s a lot of noise in the marketplace regarding internet marketing.  SEO (Search Engine Optimization) and PPC (Pay-Per-Click) advertising seem to lead the pack in terms of the most popular terms that are being batted around. I have to admit that I have had to take a crash course in both of these technologies.  My […]

Stop Your Sales from Fizzling

By Gil Cargill on June 9

A recent study published in one of the popular sales magazines identified a trend that is disconcerting.  Specifically, 21% of forecasted qualified sales have “fizzled”.  By fizzling, the authors mean that the sale literally disappeared or leaked from the funnel. James Obermayer, Executive Director of the Sales Lead Management Association, says that sales pipeline leakage […]

You Talk Too Much

By Gil Cargill on June 8

This is not only the title of a 1950s-era rock-and-roll song, but it is an accurate description of many of the sales calls that I’ve observed.  I believe that, as our economy has soured, many salespeople are inadvertently demonstrating desperation during their sales calls.  Over-talking has been the bane of many salespeople for many years.  […]

Micromanaging: What Is It?

By Gil Cargill on June 7

I recently got into a heated discussion with a member of a client’s sales team regarding micromanagement.  This has become a buzzword with negative connotations.  I believe a good manager knows what’s going on with his/her sales team… at all times.  I don’t believe a manager needs to be (nor should be) intrusive or disruptive […]

“I left a voicemail.”

By Gil Cargill on June 4

This is a phrase that we hear from salespeople all too often.  Emails and voicemails are not – and I repeat, are not – adequate means of following up on prospects and leads.  Sending an email doesn’t mean your contact got the email; the same goes for voicemails. Let’s become proactive and work hard to […]

Your Sales Funnel’s Upside Down

By Gil Cargill on June 3

As you may know, I have spent the last 32 years of my life helping salespeople and sales managers improve their production.  One of the questions that I get frequently is, “How can I improve sales immediately?”  Frankly, there is no magic when it comes to sales improvement.  However, there are a couple of components […]

Are You Selling or Telling?

By Gil Cargill on June 2

Over the past few years, I’ve noticed an alarming increase in the number of salespeople who confuse telling with selling.  Telling is rattling off all of the features of a particular product or service. Unfortunately, the telling approach to introducing a prospect to your company’s products and services dramatically reduces your chances of turning a […]

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