Are your buyers needs being met?
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Are Your Salespeople Riding the Wave?
The worst seems to be over but our economy is, inevitably, cyclical. Like the rest of us, it has its ups and downs. Yet, when we are in a down cycle, do you get nervous about the economy? And do other factors external to your industry, including world events (such as elections for example) cause
Are Your Salespeople Taking Shortcuts?
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Tony, a prospect who introduced himself by saying: “I’ve heard great things about your engineering
Best Selling Author Greta Schulz joins GoDaddy Garage
September 22, 2015 For Immediately Release; Greta Schulz Joins The “GoDaddy-Garage” Greta Schulz is now a contributing editor and writer for the “GoDaddy Garage”. “The Garage” is a new blog that GoDaddy is publishing that will have in-depth articles about web site development, online sales, content marketing, and the use of WordPress with GoDaddy
Bring in the Human Factor When Selling
Corey, a new but eager sales consultant recently asked me at a workshop I was conducting what should he leave for someone when cold calling and they say they’re busy so just leave some information. It’s best to leave nothing! How often have any of us had someone call on us in the office and
Does your sales team OWN their goals?
Does your sales team OWN their goals? Most likely your team falls under the 80/20 rule: 80% of the business comes from 20% of the sales people. This is the time most of you are creating goals and objectives for nest year. It is the time you crunch numbers to decide your revenues for the
Don’t ask to get married before courting your prospect!
Well it’s the love season! Valentines day is around the corner and love is in the air. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him. Though I don’t actually know your answer I am guessing most of
Don’t Take Shortcuts with your Sales
Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and had gotten behind on work that he needed to finish before the end of the day. Then he got a call from Wayne, a prospect who introduced himself by saying, “I’ve heard great things
Selling and Dating, it’s not that different!
Selling and Dating, It’s Not That Different Selling and Dating aren’t that different. Selling through communication is key. What does that mean? well, let me ask you this. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him.
The Old Elevator Speech is just that; Old
“I’m going to try my best to do a great ‘elevator speech/benefits statement’ so the customers know exactly what we do”. We put so much time and energy into coming up with this big introduction/benefit statement and honestly, it is not as important as any of the other things that we do. This thought