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Within many sales strategies, BANT—Budget, Authority, Need and Timeframe—has been a handy salesperson tool for decades. Throughout the world sales reps keep it firmly in mind, and use it as a mental checklist in qualifying an opportunity. Sales managers routinely remind their sales team members of it so they’ll use it. Each of these components, ... Read Post
A deal, or sales opportunity has a life of it’s own. When we win, life continues. When we lose, you can say the deal has died. Dead or alive, it’s not a bad idea to understand what contributed to the cause. In this blog we’ll open up an old dead lost deal file and see ... Read Post
What separates run-of-the-mill sales leaders from the amazing ones who standout in a crowd of their peers is their proclivity to engage in the sales operational activities that further the strategy of the organization. Unremarkable leaders are content to hang out in the clouds and deal with concepts and high level sales strategy with little inclination ... Read Post
What is a sales opportunity? It is an account or contact that has now been qualified. They are now in your cycles cycle and, for the time being at least, are committed to working with you. You have been in touch with them and have talked at length, and you know their needs and requirements. ... Read Post
Does your office have some fun activities to offer to your sales team? A Ping pong table, maybe? A big TV to watch the favorite sports games? Office-wide outings? Well, if it does not, it might be the first sign of an environment that does not attract and retain the best sales experts. How do ... Read Post
Okay, so we hear you asking “What on Earth is a Purveyor of Prosperity?” Put plainly and simply: it is a salesperson. Read Post
Sales compensation is strategic, any new plans must be in alignment with any business goals that can be impacted by the sales organization. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but ... Read Post
No doubt you’ve heard that trust is required in today’s business relationships. Few people, however, can actually define what trust is. Mistakenly, many salespeople with strong values automatically assume that because they are good people they are trustworthy. It frustrates and surprises them when they come to realize that their prospects don’t really trust them. ... Read Post
