Chuck OverbeckAug 13, 20192 minWe Are Never Too Old To Re-LearnThe most difficult lessons aren't the ones we learn the hard way. They are the ones we re-learn the hard way. I know, I've done it. Years...
Chuck OverbeckFeb 7, 20192 min1st, Think Like a Successful CompanyLast week, my good friend Scott Sorrell, "Mr. Charge Higher Prices", and I had the opportunity to discussed a problem we often find in co...
Chuck OverbeckJan 24, 20192 minChanges ≠ ImprovementWhen I hear people speak of change, what they are typically referring to is improvement. What they don't realize is change ≠ improvement....
Chuck OverbeckNov 6, 20182 min3 Ways to Get to the TruthAs many Americans vote in today's mid-term elections, I can't help but think back to November of 2016. Most memorable to me is the almost...
Chuck OverbeckOct 9, 20182 minKnow Thy CustomersInteracting with our clients is a constant education, for them and me. As you would imagine, I learn a lot about their requirements, need...
Chuck OverbeckSep 11, 20182 minSurprise! Good Manners are Still an Important Part of Cold CallingOver my career, I have watched sales representatives during countless sales calls and listened to them as they cold called prospects over...
Chuck OverbeckSep 4, 20181 minGood Habits Are Born of Process and AccountabilityWhat makes an organization successful? The same things that make an individual a success, good habits. It's doing things the right way re...
Chuck OverbeckAug 28, 20182 minChoose The Harder Right Over The Easier WrongAs I sit at my desk this morning writing the first draft of this blog, the clock shows 5:21 AM. I have just over an hour before I need to...
Chuck OverbeckAug 22, 20182 minGood Times, Bad TimesEarlier this week, I had a great conversation with an executive consultant. He told me about one of his clients. The booming economy is b...
Chuck OverbeckAug 3, 20182 minWork Hard and SmartI hear people say, "Work smart, not hard." I don't know what these people do, but it isn't sales. In my 25 plus years in sales, I have le...
Chuck OverbeckJul 16, 20181 minSales Metrics: How to Reach Your Sales GoalsLast week, I had the pleasure of attending an outstanding presentation. The speaker commented that during space travel, rockets are typic...
Chuck OverbeckJul 9, 20182 minDo the MathWe've all heard the common expression used to inform someone he has come to the wrong conclusion. Do the math implies that the facts and ...
Chuck OverbeckJun 30, 20182 minSales Sigma is Green SellingIf you know about Sales Sigma Consulting, you already know about our commitment to the Triple Bottom Line (People-Planet-Profits). But, h...
Chuck OverbeckJun 22, 20182 minTrust Me.As a dive master, I have had the pleasure of taking many divers on adventures they had only dreamed about. My favorites were wreck dives....
Chuck OverbeckJun 15, 20181 minSales: Your Company's #1 PriorityIf you built a better mouse trap, you didn't do it to have a large inventory sitting in a warehouse. You built it to be used and it won't...
Chuck OverbeckJun 5, 20182 min3 Things Every Sales Rep Should Know Before Every Sales CallIn my years as a sales leader, I have traveled with more sales reps than I can count. The mix goes from the very effective to the struggl...
Chuck OverbeckMay 18, 20181 min2 Measures Every Sales Leader Must KnowThere was a time when people thought heavier objects fell to the Earth faster than lighter objects. It is easy to see why. A rock does fa...
Chuck OverbeckMay 8, 20181 minIdentify the Problem,Then Fix ItOver the last couple of days, I have come across several articles written by sales consultants describing why other sales consultants hav...
Chuck OverbeckApr 30, 20181 minBANT: Avoiding A Road Map to FailureWhen IBM developed BANT (Budget, Authority, Need, Time) as part of their sales system, they were selling the best solution. The saying, "...
Chuck OverbeckApr 24, 20182 minDefining Value in the Sales ProcessMuch of Toyota’s success over decades has been attributed to Toyota Production System (TPS) or Lean. So, while the US auto industry charg...