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Walter Rogers
Walter Rogers has created and led businesses in 13 countries on three continents, has been interviewed on over 100 shows on CNN, CBS, and ABC on the topics of sales, CRM, sales management and corporate productivity, is on the Advisory Board of DePaul University Center for Sales Leadership and was a Texas eCommerce Awards finalist for two consecutive years. His passion for CRM enabled sales performance transformation inspired his two books, Pathways to Growth, co-written with business partner Tony Robbins, and Spark!
For highly successful sales professionals,
territory management is not a buzz phrase used in sales meetings; it's a
focused planning tool that defines what accounts they will pursue, and when and
how they will pursue them. They never waste time on activities that don’t
produce immediate,...
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If you
have heard it once, you have heard it a hundred times, “I really like your
product, but the price is just a little out of my budget. Can you drop the
price by 20 percent?” Because sales professionals get this request so often,
they assume that the most important thing to customers is...
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Too often, sales reps want to “cut
to the chase” by going straight to the decision maker and making their pitch. However,
in most organizations these days, the decision maker is connected to and
supported by a network of team members, many of whom can influence the outcome
of the deal.
This...
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“Any customer can have a car painted any color
that he wants, so long as it is black.”
This
famous quote by Henry Ford reveals his strategy for mass producing the Model T and launching the great industrial juggernaut of the early 20th
century. For almost 100 years, this attitude also defined the...
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Experienced sales
professionals already know that asking questions is the best way to uncover
customer needs. However, you can be good at asking questions and still never be
highly successful, and here is why:
A lot
of sales professionals only ask questions so they can steer the customer to...
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Top
sales professionals know that the difference between good and great performance
requires thinking about how to close a deal versus how to serve the customer. If you aspire to sales greatness, apply these four best
practices that will drive you to new levels of success.
1. Stop
asking yourself...
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Unfortunately, CRM systems are too often conceived and implemented with little or no consideration given to how sales reps will use them, much less how they could be configured to deliver the kind of value that would encourage reps to use them.
We have identified four reasons sales reps are often...
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I don’t know of a sales organization anywhere that isn’t
scrambling to find an edge to help them drive more business and close more
deals in today’s highly uncertain economy. Everyone I know is pulling out all
the stops and working harder. That certainly goes with the territory these
days, but I’m...
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Sales is the lifeblood of any company, and yet too many
companies still can’t honestly say they have a good handle on what is going on
with their sales teams most of the time. The problem is especially troubling
when it comes to high dollar/high value complex deals with enterprise clients....
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