Old habits die hard.
This old adage is exceptionally true of ingrained behaviors like sales tactics. For years, the sales game remained relatively stagnant, but in the past few years, technology has dramatically changed consumers and is facilitating a major paradigm shift in sales tactics and...
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One of the perks of my job is the interaction I am privileged to have with so many really great sales leaders around the world. In a recent tour of some of our great customers, I was struck by some common principles that are applied by those sales leaders who are at the top of their...
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Okay, I don’t actually hate prospects—I just hate calling them “prospects.” My priority is to create customers who become advocates. That's why I also hate the old-fashioned tug-of-war methods most firms still employ to capture customers...it doesn't get the relationship off on the right...
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Just because your business is small, it doesn’t mean that your customer base has to be small as well. You can expand the size of your pool to include some pretty big fish; you just need to have a plan. Here are helpful tips that should have your small business generating more leads.
Customers are...
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Customers of today are adopting mobile technology at a rapid pace. A recent Flurry study found that Americans are spending an average of two hours and 42 minutes of their waking hours on their mobile devices. And 86% of that time is spent within apps. These and similar trends have not been lost on...
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Greet and engage your prospect.
Have a plan.
Find the problem.
Anticipate questions in advance.
Show that you’re the solution.
Set an appropriate closing objective.
Which of the above is the first step in closing a sale? Would you believe that none of them are? Prospecting is the first step...
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Consider this: according to the Social Media and Sales Quota Survey, 79% of salespeople who use social media as a selling tool outperform those who don’t.
For a sales technique still often considered a fad or novelty, those are some staggering results. It's becoming hard to ignore the fact...
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As Velocify’s recent study on the Migration of the Sales Profession demonstrates, we’re still in the midst of a huge worldwide shift from outside to inside sales. Shifting the balance toward inside sales is an easy choice for a lot of companies—it’s easier on the margins, sales tools are making...
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Over the years, I've picked up 10 crucial habits for sales success. They may not seem like much when taken individually, but when you collectively build them into your approach, you begin to see success usually comes from things we can control.
I’m appreciative of these habits I’ve...
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