When people talk about traits that can be found in successful businesspeople, luck rarely makes the list. But being in the right place at the right time is crucial to finding opportunities. While we can’t control when fortune smiles upon us, there are ways to increase our odds of entering situations where we are able […]
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 Northwestern University, he is an expert on leadership and what […]
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, and heard. In pursuit of a sale or meeting a quota, […]
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 account, with the addition of the lives we lead and attempt to […]
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 competition. Thankfully, this wide net of usage means that plenty […]
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, product, or service have received, and neglected the […]
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 to coddle or navigate the gatekeeper, […]
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 least) to around 7500-4000 BCE. There is […]
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 customers makes the difference between a sale […]
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 tasks daily. There are many different […]
