To Train or Not to Train Training Important vs. Effective Training is an important and ongoing part of sales force development. Not only initial product training but ongoing sales process training to include; prospecting, calling at the top of an organization, closing and the activities it takes to get there consistently. To Train “To have
So What Are The Top 10 Sales Mistakes? Here they are listed in order of importance; 10) Not pre-qualifying a potential appointment before you commit to going on it. I still hear people sway, “I go for the appointment, if I can get on front of them I have a better chance of selling it”.
Top 5 Sales Team Blunder So what are the top 5 sales team blunders? They may be different than you think. Sales Hiring from a resume alone. We are all impressed by a resume but does it really mean what it says? In the world of sales if someone has sold before, even for a
What are the top 5 things?? What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Tis is about the 5 things. Today you need to be smart, curious and
Sales Funnel The sales funnel has become very interesting because it is very loosely defined. I have clients that tell me that have “about 20 people in their funnel” which to them means they have tried to reach them. I have others that put someone in their funnel when they have spoken to them once
Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires true professional selling to manage more accounts, build stronger relationships, sell to multiple buyers, and be much more creative when selling. Therefore it becomes much more difficult than it used to be to sell…
What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that today
Top 5 Hiring Mistakes We all know the value of a good employee. In sales, this can make or break you. Are you hiring right?? 1) Looking for new employees when one is leaving. I think we all know the value of a good employee. Make no mistake, if you hire (and manage) right, your
Whenever I go anywhere – a lunch, a networking event, a fundraiser people are constantly giving me business cards, sometimes often before they say ”hello”. We put so much emphasis on these 2-by- 3 cards and for what? Do you think it’s going to sell for you? Have you experienced the people who hand out so
