October 12, 2015
Millennials have a reputation for not staying in jobs long. If that’s the case, sales managers need to quickly onboard them and get them selling. Doing so not only ensures they are productive for you in a short amount of time, but it could also make them want to stay with you longer.
October 9, 2015
Providing ROI for listening to you is the key to accelerated prospecting. It reduces the barriers that buyers normally erect to sellers, and it opens their minds to the possibility of investing additional time in you. To do that, make sure conversations have these three elements.
October 8, 2015
When evaluating sales training, you need a process that doesn’t just evaluate. It must also add value and answer the question of how much did sales increase as a result of it. To do that, replace quantitative and abstract metrics with human-to-human communication about what works.
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.