Back in the days of black and white movies, sales training and coaching often consisted of reps and managers exchanging lead and trade tips, sharing best practices and relevant information, hoping to enhance the sales process. All these years later, some sales organizations still handle training and coaching the old-fashioned way, but thanks to the […]
Successful Sales Coaching and Learning: The Power of Mobile Read More »
PublicDomainPNG / Pixabay Too often, we get to the end of a buying cycle and pricing becomes the issue. The deal stalls, the customer may discuss a competitor’s lower price, they are looking for concessions. The “D” word–discount–dominates the discussion. Price will always be an issue, but it becomes the winning/losing issue when we fail
“But That’s More Than We Planned To Pay!” Read More »
12019 / Pixabay It can be disappointing to receive a small part of a customer’s business when you are hoping for the lead role. Winning larger deals gets a lot of focus in sales, but sometimes large deals are hidden in small packages. Savvy actors often parlay a small or one-time roll into a bigger
The Hollywood Secret to Winning Larger Deals Read More »
Sales enablement tools should be just that: tools that enable your sales team to work more efficiently and sell more of your products or services. It sounds simple enough, but according to Aberdeen research, about 92 percent of companies see lower conversion rates because of friction within the sales cycle. In their eagerness to help
How to Upgrade Your Sales Enablement Program for Better Revenue Read More »
MasterTux / Pixabay Are you an introvert in a sales role? No, it’s not an oxymoron. It’s an opportunity to use your strengths for your advantage. All introverts, please raise your hand… Anyone? Now – that is the typical view of introverts. Those who are shy, reserved, and inside themselves – and not the ones
Introverts and Selling Read More »
TeroVesalainen / Pixabay Small business owners often like to think of themselves as being versatile, multi-tasking business leaders – as the business owner, you often have to wear many hats and serve many roles, everything from CEO to Customer Service Rep to Janitor. However, your most important job as the owner of your company is
5 Reasons Why Business Owners Need to Think Like a Sales Person Read More »
geralt / Pixabay In a recent post, I discussed the importance of reducing expenses in order to increase profit. In this post, we’re going to talk about the other side of the equation: making more money. More specifically, we’re going to discuss how you can improve your sales numbers in 2018. Why We Need to
3 Ways to Improve Your Sales Numbers in 2018 Read More »
For most sales organizations, we are going into the third month of the quarter. The knee jerk reaction for many SVPs and VPs of Sales is to schedule an unprecedented amount of internal forecast calls to track movement in deals with a March 31 deadline quickly approaching. The pressure is on! I get it. A
Time to Reflect Before the Sh*t Hits the Fan. Read More »
Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their solution than to subject their prospects to a tediously detailed presentation of the features of their product or service. There’s a natural tendency to want to emphasise the upside – to seek to persuade the prospect of
Are Your Sales People Leading With Gain or Pain? Read More »
When a business puts together a strategy for their sales, there are many aspects that need to be given attention to in order to maximize profit in the shortest amount of time. Because of this, businesses can sometimes struggle with deciding what strategies they should be prioritizing, and which ones they can put less of
Why CRM Should Always Be at the Center of Your Sales Plan Read More »
