Are your buyers needs being met?
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Top 5 Sales Team Blunders
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 competitor, that doesn’t mean they were good and doesn’t mean they aren’t going to bring bad habits to you. Being
Selling Today-Don’t be Herb Tarlick
AHHHH!! Professional Selling Today Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires business development professionals 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
5 reasons NOT to leave a Cold Call voice mail
“When I am cold calling, what should I leave on a voice mail message to get a call back”? I get this question about once a week and yes, it’s the $100,000 question. First of all, there is no miracle answer to this question, even in the best sales training process. If there were, and
Are You Asking Great Sales Questions?
People will pay more if it is “their” idea to do so. This means asking enough good questions to understand not only what they need or even what they want but what affect if will have on them, their business etc if they buy your product or service. It is all about the whys.
The 5-step Process for Hiring
Sales candidates are exceedingly hard to find. Even the best salespeople are finding a needle in a hay stack, aren’t they? No but it seems we believe so. I am currently working with a well-established organization and the following questions arose – as they do fairly regularly: How can I avoid making expensive hiring mistakes?
The Power of Questions
-Excerpt From Harvard Business Review There are few business settings in which asking questions is more important than sales. A recent study of more than 500,000 business-to-business sales conversations—over the phone and via online platforms—by tech company Gong.io reveals that top-performing salespeople ask questions differently than their peers. Consistent with past research, the data shows
What is TRUE Professional Selling?
Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires business development professionals 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…
Sales Meetings, the Ultimate Demotivator
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Lets
Your 100 Dollar Business Card
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