It seems managers are always asking for and conducting reviews. Salespeople complain, sometimes fairly, about managers “micromanaging,” and wasting time. Some managers seem to take refuge in staring at reports and doing reviews. A lot of managers, if they were honest, probably don’t know why they are conducting a review. “It’s something we’ve always done, […]
What’s With All These F#!@&*g Reviews!? Stop Wasting My Time! Read More »
kalhh / Pixabay Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits —-FABs). Our product marketing and marketing teams load us up with content and presentations with endless lists of features and benefits. Visit
Features and Benefits Read More »
kreatikar / Pixabay I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, and with good reason – in my experience the quality of initial discovery is a vital predictor of subsequent sales success. But it’s critically important that the discovery exercise doesn’t just involve us
Why Our Sales Discovery Process Must Always Be Two-Way Read More »
Top sales performers are those who achieve or exceed their targeted sales goals. With everything a value-added reseller has going on between juggling their clients and looking for new prospects, it can be difficult to hit sales targets every single month. Why is it that resellers fall short of their goals some months? On closer
How to Set and Achieve Monthly Sales Targets Read More »
Naturally, something we’re asked about a lot is how to get referrals. Referrals are key to growing any business, regardless of size, industry, location, or market. While buying patterns have changed dramatically, what hasn’t changed are the basic principles of human psychology: people are more likely to buy from people that they like and trust.
How to Get Referrals in 2018 Read More »
Every seasoned sales professional is aware of the dreaded summer sales slump. Though everyone loves the warmer weather, vacations, and time off from school, sales professionals know this makes the world of commerce far less predictable. But instead of letting the summer slowdown affect your company’s sales, try these tips to keep your sales sizzling
How to Heat Up Instead of Fizzle Out Read More »
Shutterstock Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening sales cycles and improving win rates. But the same is not necessarily true when it comes to specific sales opportunities. In fact, as a client recently acknowledged, attempts to maximise the initial deal size can often have
Is Scope Creep Suffocating Your Opportunities? Read More »
Since Cleveland-based Book Stacks launched books.com, now Barnes and Noble, the first commercial sales website with credit card processing in 1992, there have been differing opinions on the ecommerce business model. Some established brick and mortar retailers assumed it was a fad, and would fade away soon. Today that seem laughable. Others realized that there’s
Boost Your International Sales in 5 Steps: Bricks to Clicks Read More »
Free-Photos / Pixabay Enablement is one of those $100 words as you read anything in the sales and marketing literature. There’s lots of discussion around “Sales Enablement.” In fact, there’s even the Sales Enablement Society, which actually is doing some good work in discussing hot issues in enablement. The concepts of enabling our salespeople aren’t
Are We Enabling Or Prohibiting Our Salespeople? Read More »
44833 / Pixabay In the old days of telecom, the days when telecom was dominated by landlines, one of the most important strategies had to do with the “last mile.” (Actually, much of the conversation around net-neutrality is today’s version of the last mile.) The “last mile” was more figurative than literal, but it focused
The “Last Mile” In Selling Read More »
