Tag: sales

21
Mar

How a 4-Letter Word Dramatically Transformed a Sales Reps Career

The words we say can have a powerful impact on people – positively or negatively; not only to others, but also to ourselves. Read this story about how a sales reps career was instantly changed with a single word. After several months selling for her new company, Jennifer was floundering. A sales reps career is not easy. Even after her sales manager

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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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21
Mar

How Skipping One Step Derailed an Entire Sales Team

Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps. That can lead to unintended consequences for your sales team. As a successful sales manager, Debby had always prided herself that her sales team grew a wide and diverse sales pipeline that generated consistent sales, quarter after quarter. Because of the technical

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21
Mar

3 Reasons Why A Sales Manager Returns to Selling

The allure of a management title, executive perks and authority can be very tempting to a successful salesperson. This is what can happen when their career path leads them where they weren’t expecting to go. Eliot was a consistent top sales performer. Senior management considered him a superstar. He exceeded his quota by 20% every month, he landed some of

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21
Mar

4 Exceptional Habits Of Highly Successful Salespeople

Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get asked most often is, “What does it take to be a great salesperson?” Some ask because they want to be great in sales. Others ask because they want to hire great reps. Either way, successful salespeople leave clues to their

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18
Mar

7 Things You Should Not Do on a “Ride Along” with Your Sales Rep

Most sales managers make at least one of these mistakes when they do a ride along with their sales reps out in the field. See if you do some of these. No matter how much office time you devote to coaching your reps, it cannot replace the insight into their strengths and weaknesses that you gain by accompanying them on

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15
Mar

This One Word Costs Sales Managers Massive Sales

As Sales Managers, we must develop clear job expectations. Then evaluate your salespeople and candidates against those expectations. Put SuperBowl-winning quarterback Russell Wilson on the offensive line and he will fail. In fact, you would likely see him fired from the team – and for good reason. The assumption? He’s not a good football player. That conclusion couldn’t be farther from the

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4
Mar

5 Stellar First-Appointment Questions

You only get one first appointment with a prospect—never waste one again. If you don’t have a list of questions to ask on every first appointment, you need one. Don’t waste that irreplaceable time by inquiring into the same generalities and presenting the same company overview that your buyer hears from every salesperson who walks through their door. Don’t go

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