Introduction: “The Leads! The Leads!” There is one point that resonates with any salesperson who has seen the classic 1992 film Glengarry Glen Ross: “It’s the leads!” In that film, veteran sales reps are saddled with sub-par leads for people who would never buy in a thousand years. The sales manager holds the good leads ...
Do you make arbitrary, split-second decisions about clicking on a headline to read? We all do it. Our attention spans are nada, zilch and non-existent. Most people click on a headline based on a few words. A few words …. that’s it. If you are at a social networking event, what is it that a ...
A sales revolution is coming! The next decade will witness a sea change in the way large and medium-size businesses manage their sales functions. Companies that fail to adapt to the new realities and adopt the new practices risk falling behind their competitors who do. Author: Jenny Dearborn Data Driven: How Performance Analytics Delivers Extraordinary ...
Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit ...
What do salespeople need to do in today’s tough business environment to catch the attention of decision makers? I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. I asked them the ...
We all love getting referrals from clients, friends, and colleagues. But, this business development channel is not typically consistent. Or is it? Think about this for a moment. You have a massive network of your absolute best, highest-converting new clients out there. And to access them, all you have to do is tap into this ...
“Genuine leaders bring out the best in people through their purpose – they inspire us. They care about their employees and they’re not afraid to ask us to deliver more than we ask ourselves.” During my senior year in college I aced an Army Physical Fitness test. When it ended my instructor walked over and ...
I recently met a CEO who wanted to shift his team — from order-takers to sales driven. His rationale? I think we’re focusing on price, on reacting. I’d like our people to be directly in front of buyers and referral sources — to focus on business value. Here’s the thing: Sometimes we can get tangled ...
