Ever wonder why some salespeople are really good and some just aren’t? There are of course several reasons for that but I will tell you most often if you want to know why the sales team isn’t performing, look at your sales manager!! Unfortunately, we don’t really know how to hire the right sales managers
I recently had a birthday (certainly I ‘m not admitting which one…). I reflected a bit about my personal and business life. Being a trainer, I’m amazed that as much as the world of business has changed, business-development professionals are still making some of the same mistakes. Searching for customers is different. Networking is
Being a leader is different from what most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all, she has been in sales for almost eight years and has always been at the top of the leader board. She knows she will
You have a salesperson that everyone loves! The clients, the prospects even your staff. Great right? Well yes except for the fact that they can’t actually close business. How can this be? Often times, sales people are in sales because someone along the way told them, “you’re such a ‘people-person’ you should be in
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
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
“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
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.
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?
-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