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In selling, we bundle our accounts into categories – vertical, geographic, by size and other logical groupings. We do this, of course, to be more efficient in winning business. And it makes sense as descriptive information about accounts is always helpful. But what do these groupings tell you about the actual traits and tendencies of ...

All of the major networks are offering a great service and the opportunities are there...if you are willing to work for them.

There are hundreds of selling systems and sales approaches. “Unique proprietary methods” are touted by every sales consulting or development firm and every sales guru. But there is one common denominator that never varies: salespeople must be likeable. Likeability is the very foundation of trust, and before prospects will provide you access to their thoughts, ...

To be clear, your target account list is: Your highest potential target accounts Your ‘Big opportunities or big hits’ list Your elephant or whale list We call these TOP Line Account™ opportunities. (TOP Line Accounts are defined as your biggest and best opportunities and are generally worth at least 5x your average prospect size.) Many ...

Setting sales quotas is not pure science; rather it is a healthy blend of both employing standard analytical tools and imposing the broader needs of the company. These are 5 deadly traps organizations fall into when setting sales quotas. 1. Applying a bottoms up approach; setting individual rep quotas and summing them to determine the ...

Back in my cold-calling days, a Health Food Store owner whom I solicited agreed to buy one trial bottle of the multi-vitamin I was selling. I placed a follow up call with him a month later to see how the trial went. He responded, “Yes, that was the best multiple I’ve seen. Please ship me ...

Inside sales cannot succeed on volume alone. More customer conversations will not move the needle unless those conversations yield value.

There’s really no way to sugarcoat it. It is the most challenging aspect of a salesperson’s job–or for that matter that of a parent or anyone who wants to persuade–to ask the more difficult questions. Such questions are sometimes referred to as “pain” questions. Two weeks in a sales training class will show you that ...