Sales POP - Purveyors of Propserity
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How to Develop a Sustainment Strategy

How to Develop a Sustainment Strategy

Leadership / May 20, 2019 / Andrea Grodnitzky

Sustaining sales skills requires structure. As leaders get a more informed sense of what works and what doesn’t, they can change their sustainment framework, as needed. Here, we look at the five key steps, in sequential order, that we believe form a sound sustainment strategy. Set Clear Expectations Sales professionals need to know that sustainment ... Read More

The Magic Formula to Improve Your Sales Hiring Success Rates

The Magic Formula to Improve Your Sales Hiring Success Rates

Recruiting Salespeople / May 16, 2019 / Ann Zaslow-Rethaber

The search for solid salespeople itself requires a healthy dose of salesmanship. Much like the presentations you’ll be hiring salespeople to deliver, recruitment pitches should be approached with a progression of goals in mind. Follow the widely accepted AIDA formula – Attention, Interest, Desire, Action – to improve your sales hiring success rates and chances ... Read More

What Happens When You Have Salespeople Who Care?

What Happens When You Have Salespeople Who Care?

Motivating Sales Teams / May 10, 2019 / Roy Osing

Sales organizations are often challenged to be successful. They craft a strategically brilliant sales plan that would make the pundits proud. It’s replete with industry and competitive analysis, internal strengths, weaknesses and a set of objectives that are time bound with accountabilities assigned. Then they launch their plan but are disappointed in the results they ... Read More

Get On An Equal Footing for More Confident Salespeople

Get On An Equal Footing for More Confident Salespeople

Prospecting / May 9, 2019 / Deb Calvert

We’ve all made excuses not to call that person… or been relieved when we did call and went straight through to voice mail… or felt just a little bit in awe of that person and/or their position… In selling, there’s a fine line between being respectful and completely disempowering yourself. Here are some examples of ... Read More

Two Sides to the Enterprise Selling Coin

Two Sides to the Enterprise Selling Coin

Prospecting / May 2, 2019 / Brian Sullivan

I hear the question often. “What is Sandler Enterprise Selling?”. But first, a broader question must be considered. “What is enterprise selling itself?”. Indeed. At Sandler, we believe strongly in pain – the great motivator. “No pain, no sale” is one of our classic quotes. And in selling, while the focus is typically on the ... Read More

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