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Traditional CRM tools didn’t offer much in the way of benefit for a manufacturing sales force. Shying away from the plentiful reporting required by such applications—and also not perceiving that such solutions would provide much assistance in controlling their sales—many manufacturing salespeople have continued to use Excel spreadsheets and other similar solutions for tracking sales.

In recent blogs, we’ve talked about the necessity in today’s sales world of insight selling; of providing valuable insight to the prospect company. But there is one step in insight selling that cannot be overstressed: in order to provide the right insight, you need to listen. If you ever watch an expert salesperson in action, ...

Selling is a tough job… The challenging global economy, change in consumer buying habits and the shift towards customer-centric selling, has made sales a very challenging profession. So what can give you the edge? For sure, experience is a huge factor. Experimenting with different ideas and learning from trial and error is a proven way ...

If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. Here are a series of basic steps through which you can bring about that conviction. It is a sequence you can blend into or add to your ...

Sales experts have been saying for years that the more the buyer is convinced that the purchase was his or her idea, the stronger the opportunity is for the close. The degree to which this happens during the sales process is, most of the time, up to the sales rep. Salespeople, especially new ones, can ...

Life can be pretty hectic and stressful for sales reps! It’s a fast-paced career where success depends on finding quality leads and closing deals so you can hit your targets. Therefore, it pays to be organised, adopt smart working practices and ensure you craft your day to get more done in less time. Here are four ...

Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. A salesperson must bring unique value to the table if a prospect ...

When it comes to enhancing sales techniques, some companies maintain a “hands off” approach with new sales reps hired. They put a salesperson on the job and they make it or they don’t. This has certainly been the traditional approach, and salespeople that have come up through this system have done so driven by necessity.