Classic Follow Up Mistakes
Following up is one area of the sales process where sales executive repeatedly trip up. How soon should you make contact? Should you call or email? How long is too long? Should you resort to cold...
View ArticleUse the Holidays to Prep Your Pipeline
Many salespeople are of the (not very correct) notion that the holiday season, from November through December, is a period of great sales and profits only for retailers. Not necessarily. Just because...
View ArticleProspecting in 3 Easy Steps
Prospecting is what sets the sales ball rolling. If you have a product but no one to sell it to, how can your business move forward? The market is huge and in order to be successful, you need to target...
View ArticleWhy You Should Stop Cold Calling
Cold calling is the process of calling on a prospective customer without any prior intimation. That means – you think they will be a fit for your product, you walk in, make a pitch and hope for the...
View ArticleImprove Your Sales Results
Every salesperson (and business) goes through a slump. It is all part of the game. When sales are slow, and orders and deals do not seem to be coming in, do not beat yourself up too much- instead, use...
View ArticleProduct Features vs. Customer Outcomes
We have talked about how competent salespeople are when it comes to selling the benefits and highlighting product features to entice and engage customers. But today, when the customer has so many...
View ArticleAvoid Offering Advice and Close the Sale
When sales executives are in the process of closing a sale, they often get carried away with giving their prospects advice about their problem and talking about the features of their product. In the...
View ArticleManaging Your Time in the Sales Process
Meeting your targets can be a stressful experience for many sales executives. Especially if you have several leads in your pipeline and none of them seem to be converting at the rate you would like....
View ArticleNegotiating for Better Results
Sales deals are rarely achieved over one meeting or based on the very first proposal sent out. Your prospect is bound to have some concerns regarding the desired outcome. It could be related to...
View ArticleDo You Suffer from Premature Presentation Syndrome (PPS)?
I was recently talking to a prospect about their proposal process – he told me that they spend a lot of time preparing for presentations and writing proposals, yes, but that isn’t their biggest issue....
View ArticleAre your salespeople evolving with B2B buyer behavior?
Last week, I attended a Revenue North Growth Summit session by Brooke Green, who touched on the evolving role of a salesperson and the need for salespeople to become experts and trusted advisors. I’m...
View Article4 Things to Do to Be Successful in Sales
I was asked recently by a prospect “How do I become successful in sales?”And believe it or not I get asked this question a lot. Many times I’ll ask them what they think they should do to be successful...
View ArticleSales Analytics: Are there too many sales tools or not enough?
Time is money. Every salesman or saleswoman learns that early. If they’re good, the equation goes something like this: Sales Rep + Time = $$ I won’t call that sales analytics – we’ll get to that in a...
View ArticleStep-by-Step Guide to Sales Success [Infographic]
Pardot, an ExactTarget Company, a Salesforce.com Company released this great infographic providing a step-by-step Guide to Sales Success. It provides a good reminder of the attitude a sales rep must...
View ArticleSix Keys to Creating Professional Proposals
If you sell in an industry that requires the use of sales proposals to win new business, you know how time-consuming they can be. Proposals are a lot of work, but when done correctly they are the key...
View ArticleRelevancy: Taking a Play Out of the Marketing Playbook. It’s Just a Unicorn...
The Evolution of Digital Marketing Since the invention of the world wide web in 1990′s, the state of marketing has been changing at such a blinding rate that it’s difficult to imagine how anyone could...
View ArticleYour Top 10 Business Proposal Challenges
Sales is a hard business to be in. But, you do it for the high rewards. Work hard, play hard – however you want to describe it. That’s why it’s that much more frustrating to be held back or tripped up...
View ArticleWhen delivering sales content the medium is the message
Think about the sales content your team uses to close a deal. Whether that’s a sales deck, proposal, or contract, how confident are you that it is on message? How confident are you that they took the...
View ArticleWhat Sales Teams Can Learn From the Red Sox World Series Win
There’s no denying the thrill of victory. As a Massachusetts native transplanted here in Indiana, who favors the National League, I couldn’t help but hold my head high as the bearded brothers showed...
View ArticleHow to Accelerate Enterprise Sales: Velocity and Volume
Enterprise deals are usually described as slow and plodding. Even in today’s ever-accelerating sales environment, it is not unusual to hear about sales cycles that are six months, a year or longer....
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