We know technology makes lives better. We also know if we combine the Salesforce.com platform and its key components (Sales Cloud, Salesforce Work.com) with our hardware (Slate 10 HD, Slate 7 Extreme, Slate 8 Pro and eventually the Slate 7HD), the result will be an even more powerful...
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Over the past 10 years, I've had
in-depth conversations with almost 100 sales gurus. If I were to boil down
their advice to the absolute basics, the result would the following essential
sales skills.
1. Researching Prospects
Chances are your prospect knows
plenty about you, your firm and your...
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Trade shows and conferences are an important part of business because they allow you to see way more prospective customers and partners in a short amount of time than you could possibly talk to face-to-face otherwise. Learn to love the trade show.
Working a trade show can consist of working your...
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Closing a sale or securing investors for your startup is often all about "The Demo." You and your team become laser focused on getting people to agree to listen to a presentation of your product or service. To ensure the meeting is a high value opportunity, and not just a chance to hear...
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The sales community tends to believe one of the easiest ways to close a sale is by offering a discount. Standard thinking says if you have a customer who is on the fence of making a decision, then offer a lower price and you’ll convince them to buy.
There are several huge problems with this...
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Oh, so you've already heard the part where the sale manager is no longer an individual contributor? Well, it’s true, but that truth doesn't give you much guidance on what you are supposed to be doing, does it?
Have no fear. Here's some help on how you can rock your first job as...
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“My sales manager drives me crazy during sales coaching!” These were Marianna’s exact words.
Many wouldn’t expect this from a top salesperson. She went on, “I know he means well but his sales coaching isn’t improving my sales. He mostly talks about my numbers. I’m frustrated because I really do...
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When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are
12.5 Rules of B2B sales productivity. Each by itself is a path to improved performance.
The most productive firms are those who live by a combination of all 12.5:
Rule 1:
focus on outcomes
Being busy isn’t...
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Sales can get complex. Customers get difficult. Deals seem elusive. Leaders get upset when you are producing. That's not all. Sometimes the help you get isn't all the helpful. It's easy to get confused by all the different sales training programs and latest trendy strategies....
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