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Re-Evaluating Your Sales Process
Periodically re-evaluating your sales process is beneficial for any top salesperson. When you’ve been selling the same product for awhile, you learn what works and what doesn’t to close a deal. All the training in the world can’t beat out the experience of selling...
Leadership in Sales
Leadership is fundamental to success on any sales team. Without a strong head leading a team, even the best salespeople might find themselves struggling to meet quotas. Adam Goodman visited us last week to talk about aspects that make a great leader. A professor at...
Maximizing Customer Satisfaction
Customer satisfaction is essential for any salesperson, regardless of the industry they are selling into. Whether it be a small start up or a Fortune 500 company, you can expect to see better results if the person you are speaking with feels comfortable, respected,...
The Ins and Outs of Corporate Branding
Having successful corporate branding is crucial for helping your company stick out ahead of the competition. A good brand is more than just an image that your company projects to its customers. In Naomi Klein’s “No Logo” she describes branding as “corporate...
Is SEO Part of Your Digital Marketing Strategy?
SEO has become one of the most important capabilities for companies to master today. Imagine you are put in charge of a company. Your business model is sound, you have hired a talented team, you have prospective customers, and almost everything is ready. But what to...
Smart Goals for Sales Manager and Sales Rep Relationships
In order to effectively manage a team, you must be able to manage relationships. Sales reps respond to managers who treat them as individuals and show they are committed to the team’s growth. Managers who can get their team to work hard from internal motivation rather than fear of punishment are the most successful. There are many ways to create positive relationships from the top of a sales team to the bottom, but they start with setting smart goals for sales manager and rep relations.
Persuasion in Sales
Regardless of what kind of sales that you are doing, persuasion in sales plays a large part in convincing your customer to purchase your product or service. Whether we know it or not, we are constantly persuading others of the things we say. It can be as simple as...
Mastering the Sales V
The Sales V is a way of giving a product demo to a prospect, relevant to my process of pre-qualifying leads pre-demo. The steps of Earning the Right, Finding the Need, Creating the Need, and Selling the Solution before setting appointments for a demo are critical in...
Sales Tie Downs: The Glue That Holds It All Together
The versatility and effectiveness of sales tie downs make them crucial on every call. With some companies finding the right tie down questions isn’t a challenge. The benefit of the product is straightforward in that case what is difficult is finding tie downs that...
Overcoming Anxiety in Sales
Sales is stressful. Amidst the countless deadlines, call quotas, deals and demos (not to mention the periodic waves of deafening voices throughout the day,) a literal wall of sound of sales people are calling, pitching, pivoting and closing. Taking all of that into...
The Beginner’s Guide to Social Media
Understanding how to effectively utilize social media is a must for any company, whether it be a start up or a long standing company. With billions of users worldwide, everything is connected – business must adapt to the trends or find themselves outstripped by the...
Mastering the Feature-Benefit Tie Down
When you are making a hard sell, having a solid plan for going about your process is essential - something that many new salespeople are not trained to do is the "feature benefit tie down". Salespeople too often go on about the various accolades that their company,...
Blog Highlights: Getting Past the Gatekeeper
Whether you are new to sales or deep in the game, getting past the gatekeeper remains one of the most challenging aspects of the sales process. In-depth strategy to get past the gatekeeper is also one of our most requested and viewed types of posts. Whether it be ways...
Blog Highlights: Sales in the 21st Century
While the world of sales has taken a dramatic shift since the advent of the computer in the 21st century, some things have never changed. It is estimated that the first pieces of currency, clay tokens, emerged in Egypt, Babylon, India, and China dating back as far (at...
The Quiet Power of Active Listening
When we talk about listening, what do we mean? About 55% of our day is spent listening to others, but it has been estimated that we remember only about 17% of the things that others say. Those missing bits can often be crucial in sales, when understanding our...
5 Essential Features that Every CRM Must Have
Every sales team needs to maintain an activity and production goal in order to be successful. To do so, you need to make hundreds of outbound efforts using a combination of phone calls and emails. A sales rep needs to be armed with the right tools to organize these...
When Sales Go Sour: Managing Messy Calls
There’s nothing wrong with getting chummy on a sales call. You’re trying to sell a product, and we are in the business of relationships. Cracking a joke, talking sports, and being casual on the phones can determine the success of a sale or setting an appointment,...
The Pitch: Inherently Theatrical
The house lights dim, the curtain rises, the stage overflows with light as the cast appears: the story has begun. We settle in to our seats, listening and watching closely, getting to know the characters. Getting immersed in the world of the play. Meeting the...
