Being in sales requires being an optimist. Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing. Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.Read Article
Finding new clients is essential to growing your business, so finding them must be a high priority. Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects.Read Article
As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. .
One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace. The training was rigorous, why. They demanded that each of us trainees, could do an effective cold call, effective 1st meeting, effective discovery meeting, demo, solution presentation and close. It was "intense" to say the least. But it worked and I was very successful because of that rigor of sales certification that I implemented into my daily work life.Read Article
“The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.Read Article
This is a continuation of our blog series differentiating sales training and sales consulting. With so many options out there, and an often fuzzy demarcation between the two, these blogs are aimed to help sales leadership get a better understanding of the pros and cons of each to help them select the service that best fits their needs.Read Article
Type in “help for my sales team”, “sales team training”, “building a sales team”, “sales organization support”, or any other sales-support-related keywords or phrase into Google, and you’ll be bombarded with information. You'll find blogs containing “5 top tips” or “10 unique ideas” for improving efficiency and sales rep performance, articles from top business publications like Forbes and Business Insider, and websites from sales trainers and sales consultancies alike, guaranteeing “proven solutions” and “award winning approaches” to fast-track your team.Read Article