It’s not just about relationships when it comes to success in sales. As it turns out, the highest performing salespeople have the personality of a Challenger™. What does this mean? According to CEB, Challengers™ win at sales because they force their customers to think outside their norms, push...
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How do you
leverage your time to get more done as a sales professional? How do you focus
on the right things at the right time to ensure sales success? Over the years I have discovered that great
sales professionals know how to AIM to close more business. How might you AIM for more...
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Many of us are in seriously tough selling situations with massively ambitious competition. When the competition gets tough, the tough tend to go at it head on.
Yet, that rarely serves us.
Going head-to-head with the competition places you on the exact same playing field as your competition,...
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Everyone’s experienced it, or knows someone who has: A person you’ve been dating for a while pushes back the conversation as soon as you try to define the relationship. In your gut, you know the relationship won’t make it, but can’t bring yourself to break it off. Sales leaders have...
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If you already have a CRM, then you’re probably
well-versed in the art of tracking sales opportunities, managing customer
relationships, creating tasks, and providing customer support. But what about
more marketing-focused processes like lead qualification, lead nurturing, email
marketing, and...
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As a social media guy, I get asked all the time about the social media tools I use
and which ones are the best. One of my favorites is Twitter. As a public network, it drives real time conversations, and it is much
easier to move relationships from cold to warm quickly. For a new,...
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I’ve been involved in running businesses pretty much all of my
professional career. Some of these were
bootstrapped start-ups without any customers; others were larger enterprises where I had a team to run and customers to
satisfy. There was the consulting business, the
software development tools...
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There are many ways to approach a sale, whether it’s assertive or instinctual, reliable or habitual.
Overall, there are five main ways that salespeople interact with customers. Of the following profiles, which do you think is typically the top performer?
1. The Problem Solver™: detail oriented...
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It’s simple: If your sales team is not motivated and empowered to produce superior results, they won’t. But how can you, as a Sales VP or manager, create a culture that encourages and rewards the best performance? Many sales executives struggle to find a balance between healthy competition and a...
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