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, […]
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 moving a sales opportunity forward. In many cases, […]
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 […]
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.
