What does Sully Sullenberger and SALES PROCESS have in common? Sales Process and Miracle on the Hudson I thought about when we had the Miracle on the Hudson in New York and that plane went down. When they interviewed Sully the hero of the day really what he said as humble as he is.He said,
Are you using SMART Goals? Test yourself with the 3 A’s.Sales goals are set objectives for your sales team. These goals center on a specific sales KPI (key performance indicators) and are often tied to overarching business goals. Typical sales goal examples include increasing revenue 25% year over year or boosting customer retention 10% in 2021. https://vimeo.com/manage/videos/560071129 What are SMART goals? By making sure
What is the purpose of networking? Networking is a bit of a confusing word. Everyone seems to think that they know exactly what it means, go to an event, meet as many people as you can and tell them the advantages of your product or service, and set up an appointment. This is absolutely not
Best Interviewing Tips for Salespeople, or Your Dumbest Mistakes! When you are interviewing for a sales job, it is slightly different than other interviews. It is different because though it may be called a job interview, and you are a sales candidate, it is a sales interview. Yes, your interview is an example of your
Training for sales managers is something that, unfortunately, many organizations overlook. Sales leadership is so often misunderstood. What happens is the best salesperson will get a promotion to the sales manager. The problem with this common situation is that an individual contributor, and leading and coaching others to perform at high levels requires two very
The New Cold-Call Cold calling is very different today! If it were the 1970’s and a vacuum salesman could come to your home and sell it to your mom…well, things have changed completely! A sales process that is consultative is the only way you can even begin to cold-call. Cold-calling is still the least effective
https://vimeo.com/manage/videos/557707579 Top 7 Business Card Fails If you are in business you have received probably hundreds if not thousands of business cards over the years. Are they important? Yes…and no. For the purpose of using them to find information about someone you have met and attempting to reconnect with, the card has a purpose. Unfortunately,
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 the
Successful business to business marketing involves a tricky balance that even major business conglomerates can struggle with. To stay ahead of competitors, it’s important to constantly revisit your marketing campaign, analyzing your goals, revenue and client market. Whether you are revamping your B2B marketing strategy or just getting started, the following five keys to successful
5 Things every CEO Needs to know Today CEO’s are in a quagmire. They are finding themselves running their business’s, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you
