Tagged: Business

Your Feet Are Too Small

Your Feet Are Too Small!

By Gil Cargill on April 1

No, this isn’t an article about buying or selling shoes. Rather, the reference that I make in the title is to the size of your marketing footprint. In today’s very crowded, very competitive sales arena, the team that has the best and biggest marketing footprint is, more often than not, the team that gets the […]

Selling Versus TellingSelling Versus Telling Listening

Selling Versus Telling

By Gil Cargill on March 11

There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as “selling”. More often than not, these people are telling. They tell the customer about their products or […]

Forget Your ABCs (Always Be Closing)

By Gil Cargill on February 3

The title of this article refers to a cliché from the old school of selling. “Always Be Closing” was actually made famous in the movie Glengarry Glen Ross (1992).  As a sales strategy, it worked very well at one point in time.  But, those times have come and gone. Today’s buyer is much more sophisticated than […]

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9 Ways the CEO Screws Up Sales

By Gil Cargill on October 23

In many of the consulting engagements that I’ve had over the past thirty-nine years, the real sales productivity obstacle is the CEO. Now, I don’t pretend for a minute to say that CEOs and/or business owners are deliberately sabotaging themselves. But, nonetheless, their actions contribute to persistent underperformance of the salesforce. Following are the actions […]

Running Faster Won’t Help

By Gil Cargill on June 10

I’ve noticed a trend over the past few years of entrepreneurs working harder, longer and faster in hopes that they would set an example and their team would follow them.  This is a flawed strategy from the start.  By running faster, harder and working longer, all you’re doing is exhausting yourself. That exhaustion frequently manifests […]

information highway

9 Ways to Improve Your Sales | Convert More Traffic

By Gil Cargill on March 7

In last week’s installment, I talked about ways in which you can increase the amount of traffic that you and your team work with. Please recall that I define traffic as individuals who come to your website seeking information and/or a solution. Traffic can also be defined as people that attend your webinars, lunch-and-learns, tradeshow […]

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Nine Ways To Improve Traffic – Driving Traffic

By Gil Cargill on February 27

In the preface that I published last week, I talked about the fact that you and your sales team need to be very clear regarding the results that are produced by your products and services when a customer contracts with you. If you don’t understand the quantity of results (as measured by the client) and […]

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