Sales

19
Apr

5 Things to Eliminate from Your Sales Meetings Right Now

Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings… but they think they do. Sure, they assemble the sales team together regularly. Yes, they lead the meeting with quota updates and sales reports. Yet, to observe this Monday morning ritual is to witness a group responsible for paying the

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29
Mar

How An Unexpected Question Flipped a Decision-Maker to Say “Yes”

Knowing the difference between being liked and being trusted can transform your sales career. With just one question, here’s a story of how it instantly transformed an executive's opinion of a sales rep. Working across the country, Jim had successfully implemented his company’s products and services in 6 of the 10 territories for a Fortune 1000 company. Somehow, though, he had a
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24
Mar

Fire Your Customers (And Make More Sales)

Eliminate the wrong customers by defining your ideal customer profile. Increase your revenue by refocusing your sales efforts on your best customers and letting go of the bad ones. Ever wanted to fire a customer? What did they do that caused you to want to reject their money and tell them to go away? If you’ve been in business for

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24
Mar

5 Questions to Ask When Designing Your Sales Role

Successful selling starts with properly defining the sales role. Answer these 5 questions to get you started.  One of the most important steps in the hiring process is to define your sales role. Not all sales roles are the same and a salesperson may perform exceedingly well in one type while being ill equipped for another. When you hire someone without

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21
Mar

4 Ways to Get Mentally Prepared for a Sales Call

Whether you have five minutes or five days before your next call, use these tips to get yourself mentally prepared for sales success. Salespeople aren’t always known for their patience, but a good salesperson gets used to waiting. Unscheduled delays in airports, reception areas, conference rooms, and offices can and do take up a remarkable amount of time for many

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21
Mar

4 Steps for Awesome Team Selling

When a sales rep has to rely on other members of the company to assist on a sales call, complications can arise. Following these steps can help you improve your team selling approach and outcomes. Horror stories abound of team selling situations where a rookie technician rambles on about excessive product details alienating the Vice President or an overly controlling

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21
Mar

5 Things Never to Say on A Sales Call

The words we use can make the difference between landing a sale or getting kicked to the curb. When observing salespeople selling, I’ve found many phrases used over and over again causing negative reactions from buyers. Salespeople can ask a question and not get a truthful answer from the buyer – simply because of the way they phrased the question.

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21
Mar

How a Handoff Can Save Your Largest Account

Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point. When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager has to step in and

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21
Mar

Use Nurture Selling to Stay in Front of Prospects

Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sales call with a prospect. We had a very nice conversation, and he had some interest in one of our services. Even better, he had a few of the characteristics of a qualified buyer. However, I

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21
Mar

How Long Should We Cling to Our Sales Process?

It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that something might be wrong. Unmet sales reveal a number of potential contributing factors such as:  Quality of the sales team  Effectiveness of the sales leaders  Market conditions  Product quality and delivery  Brand reputation Sales process So

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