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Salespeople: What’s the Best Response to “Sell Me This Pen”?

Salespeople: What’s the Best Response to “Sell Me This Pen”?

It’s the classic (and perhaps inevitable) question used to challenge a salesperson “on the spot”; so, what’s the best response to “Sell me this pen”? Frankly, the eventual best response to “Sell me this pen” might be to not even ask for the sale! That’s because...

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Diagnose the Sales Problem Before Prescribing a Solution

Diagnose the Sales Problem Before Prescribing a Solution

Imagine this scenario: You are sitting in an exam room at your doctor’s office. Your doctor walks in, says hello, and begins prescribing a treatment. “But doctor,” you say, “how do you know how to treat me if you haven’t asked me what hurts or how I feel?” Clearly,...

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Should I “Fire” My Customer?

Should I “Fire” My Customer?

In my role as an Outsourced VP of Sales, I work with clients and their sales teams on how to improve sales. Surprisingly, I find there seems to be a surplus of sales teams that struggle with wanting to literally close every deal and win every customer – every time. As...

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Jim Hefty is the founder of Lone Star Sales Consulting in Texas, a sales consultancy focusing on sales excellence. Before founding Lone Star, Jim spent 33 years in the high technology networking, storage and security markets for hardware, software and services sales. Jim’s deep experience has helped both established and startup companies with both large and private equity backed positions.

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