Most of your salespeople are not performing to their potential, in fact a recent survey suggests that 8% of most sales teams are responsible for 80% of the
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Selling is a process!
One of the first things I usually find out when I visit a new client is that they don’t have a sales process mapped out for their company.
How to Target the Right Prospects – Simple!
The time we have prospecting is limited and it shouldn’t be wasted on ineffective activities. One of the major things we can do to improve this is by
Technical selling is not rocket science
Perfecting sales meetings – part 3 The last two parts of the series discussed preparation and building rapport…now it’s time to think about how we turn the prospect
How do I build a strong customer relationship with a new prospect?
Perfecting sales meetings – part 2 You’re ready, prepared, in the zone and possibly meeting your prospect for the first time.. NOW WHAT? The next thing you need
Why is my prospect not engaging with me?
Perfecting sales meetings – part 1 Getting the opportunity to be in front of a qualified lead is what salespeople work tirelessly towards. And yet, I still find
Is your sales process making it harder to win sales?
You have a great product; you have a great technical sales team… so could it be your actual sales process that is getting in the way of winning
Get better leads: find your ideal customer profile
Is this ad targeting your ideal customer? Marketing to the right people with the right message can sometimes be problematic! This is especially true with new marketing avenues like twitter
Are your sales guys being too pushy?
Kids & Ice creams – what pushy salespeople do & don’t do! Heard the one that all children are great sales people and it just gets drummed
