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IF you replaced your Poorest Sales Performer…what could you afford to do to increase Sales Revenue?
On Jan17, 2021 Vistage released results from their “CEO Confidence Index Survey.” CEO survey question: Did your sales team meet or exceed quota? Answer: ONLY 33% met or exceeded quota! Why so low? In today’s COVID-19 Environment, since March 2020, … Continue reading
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Tagged Sales, Sales Development, Sales Leadership, Sales Training
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“What’s Your Price?”
“What’s Your Price?” It’s the question we all hate to hear, and it means we are about to be “worked over” on price. You will always feel that way if you believe that a low price is the most important … Continue reading
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
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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