Sales POP - Purveyors of Propserity
Clear
11 results
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

Don’t Accept Those Time-Sucking Continuances

Don’t Accept Those Time-Sucking Continuances

Negotiations / Apr 7, 2019 / Deb Calvert

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines. So why do sellers breathe a sigh of relief or rejoice when they get a continuance? The dictionary definition of continuance is “an act of ... Read More

Are You Misinterpreting Buying Signals?

Are You Misinterpreting Buying Signals?

Negotiations / Mar 16, 2019 / Deb Calvert

It happens more often than you think – sellers miss buyer signals and sales are lost. Here’s how to avoid letting that happen to you. First, remember that buyers have a process for buying, just like sellers have a sales process. When the buying and selling processes line up neatly, everyone feels good about the ... Read More

Sales Managers: Focus on Employee Engagement

Sales Managers: Focus on Employee Engagement

Sales Management / Mar 26, 2018 / Deb Calvert

What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? What if one, single thing could do all that? Would you do that one thing? Of course you would! So why aren’t ... Read More

Stop the Revolving Door of Sales Hiring

Stop the Revolving Door of Sales Hiring

Sales Management / Mar 14, 2018 / Deb Calvert

A simple blueprint for handoffs defines roles/responsibilities and strengthens sales hiring partnerships In hiring front-line sellers, organizations may flounder and fail when sales hiring practices are left up to a single department. Sales managers frequently take short cuts. Recruiters and HR business partners often miss the mark because it’s challenging for them to assess selling ... Read More

Deb Calvert Interview: Stop Selling and Start Leading

Deb Calvert Interview: Stop Selling and Start Leading

For Sales Pros / Feb 6, 2018 / Deb Calvert

We recently interviewed top sales expert, bestselling author and leading sales and executive coach Deb Calvert on several topics of her expertise, including her new book Stop Selling and Start Leading. The interview gives some fascinating insight into sales questions, teamwork, and the amazing power of leadership in sales. 1. The name of your company ... Read More

Better Questions, Better Answers

Better Questions, Better Answers

For Sales Pros / Jan 9, 2018 / Deb Calvert

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that craftily leads the buyer toward the close. Others still would say a good question is the one that forces the buyer to agree with the seller, ... Read More

How Learning Leadership Improves Sales Results

How Learning Leadership Improves Sales Results

For Sales Pros / Dec 11, 2017 / Deb Calvert

Here’s what we know: Modern buyers are empowered, demanding, finicky, price-focused, impatient, and less loyal than they used to be. They take extraordinary measures to dodge sellers’ calls and won’t meet with us until they’re ready to buy – and then, it seems, all they want to talk about is price. As a result, our ... Read More

..
..
..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.