Beginning our new series on Network Selling, we’ll start with the very first element required: respect. Not just Network Selling, but everything in civilized life begins and ends with respect as the very foundation. Every good experience, be it a social or business experience, depends on mutual respect for its success. Too often, salespeople create ...
In business sales is the most important strategy. Without sales there is nothing else. Think about it, we are in business to produce revenue i.e. make a living. To produce revenue, you have to actually convince someone to buy the product or service you produce. The only way to get someone to buy is for ...
Coaching the Customer to Elevate the Quality of their Decision Process Jeffrey Lipsius wants you to coach the customer. Salespeople often spend more time looking at their own sales record, as opposed to their customer’s sales record. But, customer buying performance is significant, and something that should be taken into heavy consideration. This isn’t just ...
Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. Generating leads and finding new opportunities relies on expansion and change. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth ...
Revenue is like any other kind of natural resource. Every salesperson is out there looking for it, but there is only a limited amount of revenue potential. With risk comes uncertainty. Risk is the quantification of this uncertainty. John Golden interviews sales professional Andy Rudin on how to manage revenue risk. This expert sales interview ...
Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying ...
The end of Q1 and beginning of Q2 is a great time to really evaluate your sales pipeline: what is working and what is not? Step 1: The first thing you should do is to take a quick look at the wins and losses so far this year. Step 2: Next, create a matrix of ...
There are literally hundreds of pain points that plague a sales manager. In Pain Points of Sales Management, Nikolaus Kimla gives you a fascinating and insightful tour of the most important of these. These pain points can be broken down into 3 categories: Management Technology People Throughout the book, pain points fall within one or ...
Salespeople Should Turn Their Thinking Around A New Salesperson Let me tell you a story that highlights the importance of turning your thinking around. I was a new salesperson visiting a potential customer. The visit wasn’t going well at all. I was still unfamiliar my product, and this customer was giving me the hardest time ...
On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for expensive car insurance that they didn’t need, ...
