Search

For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom Many salespeople ...

In life there are few things people want as much as security. This is especially true of a salesperson, who is already taking a great deal more risk than the average employee.

Individuality is a key trait of today's salesperson and a critical component of their mindset.

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility.

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of ...

In today’s business environment, Sales and Marketing are often divorced. In fact they often behave just like a divorced couple, constantly pointing fingers at each other, most frequently over lead quantity and quality. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is ...

A vital part of evaluating an opportunity is learning all about buyer process of your prospect company. More broadly, it is an important overall factor in sales account management. Purchase decision making within a company can range from simple to complex. In smaller companies, it can often happen that purchase approval is made by a ...

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, ...