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Prevent Falling Down On The Follow-Up
True Sales Tales / May 29, 2020 / Elinor Stutz

Prevent Falling Down On The Follow-Up

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. They fear the phone slamming down, and want to avoid negative responses every way possible.  So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up.  Instead, they view the process ... Read More

The Transformation is Now

The Transformation is Now

Leadership / Apr 28, 2020 / Nikolaus Kimla

To wrap this series of articles on lockdown reflections, I’m going to refer back to something I’ve referenced many times. Austrian economist and management scientist Fredmund Malik says that we are in the greatest transformation that history has ever seen. And we’re not in the early phase of this transformation—we’re already well into it. Malik ... Read More

12 Artificial Intelligence Tools Transforming the Sales World

12 Artificial Intelligence Tools Transforming the Sales World

For Sales Pros / Apr 27, 2020 / Sales POP Guest Post

Artificial intelligence is steadily spreading to all fields where handling enormous amounts of data is a must. In the sales world, it contributes to both smart automatization and largely increased forecasting and analytical capabilities. Making some processes automatic enables human workers to perform more meaningful, important, and creative tasks that would otherwise receive only a ... Read More

Why Good Salespeople Do Bad Things. And How to Avoid the Trap

Why Good Salespeople Do Bad Things. And How to Avoid the Trap

Sales Management / Apr 24, 2020 / Andy Rudin

Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to ... Read More

Do You Communicate The Sales Success Triangle?

Do You Communicate The Sales Success Triangle?

Improve Sales Skills / Apr 22, 2020 / Elinor Stutz

The moment a salesperson is provided an account base for new and existing clients, the pressure begins to mount.  New representatives focus on the learning ahead plus the pressure to meet their quota.  Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson ... Read More

Change and Adapt

Change and Adapt

Leadership / Apr 21, 2020 / Nikolaus Kimla

The Only Way Out of the Lockdown In the aftermath of this crisis, there will be millions of words written, quoting statistics, attempting to analyze exactly how it all came about, and what could have been done differently. Did we take the right strategy? Was it correct or incorrect? There will be tremendous debates over ... Read More

This is what happens if you’re not a buyer

This is what happens if you’re not a buyer

For Sales Pros / Apr 18, 2020 / Roy Osing

How often do you get the feeling that once the salesperson you are dealing with finally gets that you’re not interested in buying from them, they abruptly start to close down the conversation and usher you to the door? It’s like “Now that I see that you’re not going to but anything from me, I’m ... Read More

8 Free Invoicing Apps That Will Allow You To Make & Save Money In 2020

8 Free Invoicing Apps That Will Allow You To Make & Save Money In 2020

Sales & Marketing Alignment / Apr 17, 2020 / Sales POP Guest Post

Adopting efficient invoicing software is beneficial for solo entrepreneurs, established companies and businesses of all sizes. Whether your company has one employee or 500, you can benefit from implementing these must-have apps to boost efficiency. Invoicing app key benefits include reducing administration costs, minimizing invoicing errors and simplifying billing processes. Let’s explore 8 free invoicing ... Read More

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