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Category Archives: Sales Development
Listen Up! (And Stop Talking)
Have you, as a sales person, ever unsold a sale? Have you been talked out of a sale by a sales person’s never ending babbling?
There is a key skill that is diminishing quickly from the country… Continue reading
Not Getting Good Info from your own team – Ask Better Questions!
Often times, sales managers feel that their sales people aren’t getting good info from prospects on initial sales calls – this is far too common. Correcting this is a long, rocky journey – sometimes impossible. Experience has shown us, however, … Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management
Tagged Sales, Sales Development, Sales Management, Sales Training
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Buying Or Selling??
Are you trying to convince your prospects about what you’re selling or are they convincing you that they really need and want what you have? Selling, in the traditional sense, endorses using features and benefits to “sell” the product. The problem is that too often the prospect has no interest in what is being sold. Not only is this a waste of time for the salesperson, but also for the prospect. Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management, Sales Training
Tagged Coaching, Sales, Sales Process, Sales Training
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Sales Has Changed…Sales Management Must Change Too
Sales Manager Coach The sales manager must be proactive in helping salespeople moving a deal forward. Too often sales managers accept “face value” from salespeople, and the deal never progresses. Imagine the sale as a hamster in a wheel. “It … Continue reading
Attitude Is Everything!
Henry Ford said “whether you think you can or can’t…you’re right”. Our attitude or mind set is so crucial for success is sales that we as professionals must continuously refocus, remember what we are wanting to accomplish while casting out … Continue reading
Coaching & Leadership: How to make in impact
COACHING & LEADERSHIP is about clear communication. Precise communication is the fuel that propels the plans, strategies and tactics into the real world where theory meets reality. The more you know about your people the more effective you’ll be when … Continue reading
Posted in Coaching, Leadership, Sales, Sales Development
Tagged Coaching, Leadership, Sales
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Is there a budget?
“Is there a budget?” Uncovering budgets and finding out what level your prospect can invest at is a critical part of qualifying who you can do business with, especially if you are in a business where you can offer different … Continue reading
Posted in Sales, Sales Development, Sales Training
Tagged Sales, Sales Development, Sales Training
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Sales Winners Are Made, Not Born
“Sales Winners Are Made, Not Born” Ever hear the phrase, “Natural born Salesperson”? We all have. What does it mean? I’d be hard pressed to identify that person. If you’re thinking of someone with a terrific personality, good joke teller, … Continue reading
Posted in Sales, Sales Development, Sales Training
Tagged Sales, Sales Development, Sales Training
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