Tagged: optimizing your sales

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 […]

There Is No Magic

There Is No Magic

By Gil Cargill on February 17

One of the benefits of having been in the sales coaching, consulting and training business for the past forty years is that I’ve had an opportunity to see a lot of so-called magical solutions come through our industry. There have been training programs with “hypnotic closes” associated with the program.  There have been all kinds […]

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 […]

computerDriving in traffictraffic light

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 […]

Thumbs up sales

The Preface

By Gil Cargill on February 21

Welcome to my nine-week sales acceleration program.  During the next nine weeks, this newsletter will publish one chapter from a book that I am developing.  Our overarching purpose in writing this book is to help the 21st-century sales professional understand that the rules of the road have clearly changed and that our old strategies and […]

a fool counting his money

You Can’t Teach Ambition

By Gil Cargill on December 10

Many entrepreneurs make the mistake of believing that they can turn someone who has little or no ambition into an extremely ambitious person. This is a common philosophical mistake that I see engrained in the creation of many sales compensation programs. The entrepreneur would say something like, “If I worked for me, I would be […]

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