I often tell my clients that effective selling is a combination of physiology, psychology and consultative skills. We live in the Information Age. Salespeople have access to more information on sales than ever before, with podcasts, webinars, books and workshops.
So we have to ask ourselves: With all this good information, why are we still facing some of the same challenges in sales that we did 25 years ago?
For example, how many of you have seen a salesperson move into a product dump, even though she know she should be asking more questions, not presenting solutions? How about the salesperson that discounts too soon and too often—even after he has attended a formal negotiation-skills training course? (more…)
Could your sales funnel benefit from a weight reduction program? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. (more…)
Why spend the last two weeks of December cleaning out files when you could be filling next year’s pipeline with new business? Most business owners and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting organized for the coming year. In doing this, they miss out on one of the best times of the year to reach decision makers live. Here’s what we’ve learned about prospecting in December… (more…)
There are a lot of places to examine (and blame) if your company isn’t consistently achieving sales goals. The blame often goes to the sales team or sales manager; however, I contend that missed revenue targets start at the top with the CEO.
CEOs can talk a good game about sales and growth. But if you walk through their sales department, you will discover the basics are missing for achieving consistent and sustainable growth. It’s not a sales department. It’s a hope and quote department. (more…)
Its sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen. Typical attendees might include: (more…)
Our friends at Lucid Software created this great chart on which Sales Influencers to follow. We love seeing so many of the WOMEN Sales Pros Sales Experts on the list. You can click on their photos and it goes to their LinkedIn profile.