It’s not sexy. It’s not trending on anyone’s network or deserving of a #hashtag. It’s one of those topics that no one (especially sales people or their managers) really want to spend any time talking about. It doesn’t have the star-quality appeal or attention-grabbing calls-to-action such as headliners like: Improve your Close Ratios NOW by ...
If I had a dollar each time I heard someone opine the chasm between their revenue results and sales forecast, I’d be spending twelve weeks every summer relaxing in a tony Montana lodge, fly fishing by day, and gazing at constellations at night. As you’d expect, I’d be unplugged from the grid and practicing yoga. ...
Helping people have better conversations in sales is crucial. Especially in the modern era of selling, creating connections and making sales is largely done through a conversation. This article will help you learn actionable insights and the top secrets to having better sales conversations that will create connections with leads and secure more deals. What ...
Technology has drastically changed the landscape of sales. Door to door selling is almost non-existent. Buyers are more educated on products than ever before. Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to ...
We are officially halfway through 2018, and it’s a great time to be in sales. This sales article provides actionable insights to help you understand the current climate of the business world, and leverage tools and skills to make this the best year yet. Technology Changes: The sales world has been inundated with a surplus ...
Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever the sales team does all day. A lot of people go to classes ...
Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into ...
Most everyone is familiar with Charles Dickens’ classic A Christmas Carol, which relates the story of the greedy old Ebenezer Scrooge. Mr. Scrooge is visited by three different spirits who show him the various stages of his life—past, present and future—and how the various decisions he made led to his miserable existence. When Scrooge is ...
Most salespeople want recognition for their excellent work. Sales training teaches us a specific order for the steps of the sales cycle. Reading the classic sales books will boost our understanding of how to sell. However, when one follows the exact rules and procedures similar to everyone else, there is little hope for rising above ...
Change Management in the Modern Era of Sales Change management is the concept of change, and how to keep abreast of these changes. Many times, salespeople are slow to change their methods or don’t realize the necessity of adapting to the newness of the sales world. This can have a detrimental impact on success. Alan ...
