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 your product – you get good at doing what you do, […]
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, […]
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 […]
EMOTIONAL INTELLIGENCE IS WHAT TURNS A GOOD SALESPERSON INTO A GREAT ONE The definition of emotional intelligence is the capacity to be aware of, control, and express ones emotions, and the ability to handle interpersonal relationships judiciously and with empathy. Or in other words, it’s the ability to recognize your own emotions and the emotions […]
THE THREE STEPS TO BUILD A WINNING SALES TEAM Acquirent Chairman and CEO, Joe Flanagan shares his mantra with us in this month’s vlog: Recruit. Train. Manage. After decades of experience building top sales teams, Joe has concluded that there are three things that have to be done right. A winning sales team has recruiting […]
You need sales goals. Without them, you don’t have anything to shoot for. Lewis Carroll, the author of Alice’s Adventures in Wonderland, once said, “Any road will get you there, if you don’t know where you are going.” Said another less poetic way, you’ll get to where you want to go only if you plan […]
Leadership. It’s a topic that is discussed often in the business world. At some point, most sales professionals are encouraged to attend a seminar, training, or discussion to learn about leadership and why it is important. I have been involved in more of these events than I care to admit. While many workshops were very […]
The first day in a young sales rep’s career is just as exciting as the first day they close a deal, and it is just as important. If it is their first day in sales and not just their first day on the job, then it is especially important to determine their strengths and weaknesses […]
“Ignorance is the curse of God; knowledge is the wing wherewith we fly to heaven.” – William Shakespeare. Today’s college graduates are sometimes expected to enter the workforce with experience in their field. Many companies seek new employees with expertise so they can avoid investing resources in training them. At Acquirent, however, our mindset is […]
In sales, effective and positive communication are key to success. A positive company culture contributes to the disposition and energy of salespeople which directly translate into the way prospects perceive them and the company they represent. A positive attitude and the ability to communicate well with varying personalities allow salespeople to easily overcome almost any […]
