Essential Sales Tasks We Should Do, But Often Don’t It happens to all of us. We know the things that we should be doing, but neglect to actually do them. The same is true for salespeople. Essential tasks that are important for overall sales generation often get pushed to the wayside. “Sometimes salespeople know how ...
Reduce Sales Churn by Having a Great Hiring Process #SalesChats: Episode 51 Hiring good salespeople has been a struggle for many sales organizations, but it really doesn’t have to be. Jane Gentry discusses how to reduce sales churn in this #SalesChat, hosted by John Golden and Martha Neumeister. Gentry explains: • Why the sales function ...
Ryan Hogarth, The New Normal In every industry, and in every aspect of life, there is a constant ‘new normal.’ We are living in a period of prolonged transition. The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we are never really comfortable with ...
Would you ask someone to marry you on a first date? Probably not. Admittedly, popping the big question to a stranger might seem like an extreme example, but if you’re hoping for a “yes” from a client, you’re in the same playing field. The world is a cluttered, distracted place. Whether you’re trying to get ...
The stereotype of the shady car salesman doesn’t fit the majority of salespeople. Most salesmen and women are honest people who are professional and decent, the stereotype isn’t withstanding. However, just because the seller is honest, does not mean that they have built trust with their client. Being honest and building trust are key ways ...
Today’s Digital Sales Tip has to do with the 15 minute meeting request. It’s dumb! Stop! If you are meeting a prospect for the first time, and requesting to meet for just 15 minutes…look, you can’t build a rapport, understand their business pain, provide a preliminary overview of how you help, who else you’ve helped, ...
Getting sales training to stick and become the daily work practice of the salespeople can be difficult. Many pieces of training are based on theoretical situations, or encourage exploration of ideologies, but do not get down to: How do you actually do it? What is the piece that the salesperson takes away that actually makes ...
Today there are shifts and selling, and shifts in buying. For example, buyers expect to get more from businesses they buy from. Sellers find that buyers are more difficult to reach, and take longer to commit. Buyers tend to avoid talking to sellers until they’ve done their own research online. Sellers wonder what buyers really ...
As media platforms change and evolve, some salespeople are struggling to keep up with the social media trends, and are missing out on key sales, or failing to market themselves in a way that keeps up with consumer preferences. To learn more about how to keep up with media trends, watch this video interview with ...
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