October 7, 2015
Sellers can inadvertently cause push a buyer away and prevent a sale. They might say something that shuts down the conversation or their follow-up might be slow and/or ineffective. To prevent those problems, sellers must prepare, rehearse, and have a plan.
October 5, 2015
You might think a lead generation campaign isn’t delivering any leads. However, the problem may be with your organization’s lead follow-up system. Follow these guidelines to ensure your team knows how to respond to buyer inquiries and ensures opportunities move forward.
October 2, 2015
Uncovering which sales reps are driving success within your sales team and who is holding the team back is not hard to figure out. By collecting key metrics and analyzing them using the right tools, sales managers can see who the real stars are and who is wasting efforts.
October 1, 2015
Telemarketers care more about closing sales than the needs of the buyer. Sometimes other sellers unintentionally play the same game. They call on clients only when there’s a sales opportunity. To keep from making that mistake, stay in contact with clients in between projects. Here are some ways to do that.
September 30, 2015
When salespeople struggle to win deals and meet their goals, several things might be causing the problem. It could be because they don’t know how to have conversations with buyers or write effective emails. Or it could be because of issues with sales management.
September 28, 2015
The power of persuasion comes from listening—really listening—and observing the person. And then when you speak, acknowledge what you’ve heard and link it to the larger outcome the person is pursuing. Once others feel seen and heard, they will be more open to listening to you.
September 25, 2015
Every sales professional wants to sell more and sell faster. They can do that by applying Lean principles. If you follow these three Lean Selling steps, you will eliminate sales waste, cut your sales cycle in half, and close up to twice as much business without having to find additional prospects.
September 24, 2015
If your sales team isn’t hitting its numbers, it might be time to look in the mirror and make sure you aren’t contributing to the problem. Here are three questions to ask yourself to determine if your leadership skills are causing positive or negative sales results.
September 23, 2015
Technology waits for no one, as the saying goes. That’s especially true in sales these days. New tools and technologies are changing how buyers buy and causing companies to change their delivery and sales models. Fail to adapt, and companies can expect to see sales go to competitors that do change.
September 21, 2015
A growing number of companies have discovered how inside sales and virtual selling can help sales teams meet their quota and cut sales expenses by more than half. In this article, Britton Manasco discusses the benefits of those approaches, as well as the sales management challenges they bring.