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Isn’t it great when you’re contacted by someone new and the conversation opens like this, “Your customer told me you can help me like you helped them.” There isn’t a sweeter lead than a referral. Everyone likes referrals, but only the best salespeople work at receiving more. One way to improve the number of referrals ...

Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really ...

The key to success, in pretty much any endeavor (including sales target attainment), is being able to clearly identify a goal, define the steps needed to achieve that goal, and then cut out any extraneous noise or distractions so that you can focus exclusively on execution and reaching the goal. Ask anyone who’s been there: ...

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor 3-act play. Any seller that has seen Glengarry Glen Ross ...

In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. Changing People Have you ever really tried to change someone? Did you succeed? A “no” answer to that second one would put you ...

Salespeople have a choice in terms of the modus operandi they choose to employ to deliver results: they can either push or flog products at customers or they can build “intimate” relationships with them and trust that sales will follow. Here’s the profile of each… The pusher: – is focused on short term success; it’s ...

In our last blog in this series, we talked about the fact that very often the first pain point of being a sales manager is the sales manager themselves. Specifically, the way they are interpreting data and putting it into effect, and the way they are managing others. All of these which they can learn about ...

The primary reason people buy from salespeople is obviously not about quality. I have seen quality products and services suffer low sales. Every buying decision triggers an emotional feeling of not being wrong eventually about choices we make. As in ordinary life relationship, trust is very important to selling products or services. Trust helps sales ...