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 […]
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, essential to any sales toolkit. But there’s a reason […]
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 characters one by one, learning their wants and their needs. […]
Staying engaged throughout the entirety of an eight-hour work day can be tricky. Taking short breaks throughout the day by going for walks around or outside the office are great ways to reset and refocus your attention.
Gatekeepers decide whether or not to put you through to a decision maker, and it can take as little as the wrong tone of voice for them to decide to block you from having that potentially lucrative conversation.
Sales depend on relationships, the relationship between seller and buyer most of all. Collaboration is a necessary skill for any successful salesperson. While it used to be the case that the salesperson or marketer pushed the product, that process has changed a great deal over the years. First, it was the salesperson selling. Next, the […]
As salespeople, we’re constantly striving to be better—close more deals, create more relationships, drum up more business. And though there is a tendency to differentiate jobs as either creative or analytical, anyone who’s worked in sales knows it takes both innovation and structure to succeed. Technical know-how and product knowledge are essential for establishing trust […]
If you’re planning to apply for a new sales manager position, you’ll need a sales manager cover letter. Whether you’re staying in your current company or are moving to a new business altogether, it’s important to make sure you’re making the best first impression. In most cases, this will be via your resume. You’ll also […]