Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
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? Here’s
What is Sales Leadership? It is not the same as leadership in other departments. Why? Because salespeople have different needs and requirements than someone on a fixed salary with a static job description. Click pix for link Some of the most important aspects of leadership are: (click pix for more) 1. Coaching is always teaching,
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
Published recently in Fit Small Business, an article that I am proud to be a part of! Check it out!! Top Negotiation Tips DON’T MISS #9!!
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
Do you have a playbook for your sales organization? If you don’t, how do you know that they are being successful? The obvious answer is if they meet and exceed goals right? Well, partly. If that is your only barometer then how do you know it will continue? How to you create a repeatable
Do your prospects perceive you as a commodity even if you don’t? Do they see you as the “yes I’ll consider working with you if you can give me a discount?” Guess what, you’re the 20% guy (or girl….) How do you know? They say things to you like, “things are tough
Is he or she balancing priorities properly? How do you even know? A big dilemma faced by most executives is what is my sales manager doing and more importantly what should they be doing? It is a mystery but it shouldn’t be. There are 3 priorities in my opinion that should always take the bulk
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