Buyers and sellers are emotional
human beings, which is why great salespeople are always masters at managing
their own emotions. To accomplish this, the very best salespeople cultivate the
following five emotional traits:
1. Assertiveness
This allows you to move a sales
situation forward without...
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This is
the moment you have been planning and thinking about for the past 12/24/36
months. Your organization has finally made a decision and pulled the trigger.
You chose Salesforce, signed with an awesome implementation partner who can
translate your needs into technology, and you are extremely...
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"57% of a typical purchase decision is made before a customer contacts the supplier." (CEB,2012) [Tweet this stat]
Our new 5 Ways To Improve Outbound Sales Performance ebook introduces you to a new approach for generating pipeline. In the never ending struggle for...
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Do you wish
that your salespeople were better at closing? Or that their sales forecasts
were more accurate? Are you frustrated
that apparently well-qualified opportunities end up with the prospect deciding
to do nothing? If so, you’re not alone. I hear these complaints all the time.
These...
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Where there’s a technical side to sales, more often than not there is an individual with the title of Sales Engineer. In my experience, these professionals are some of the most important resources I have in my competitive arsenal.
When I work with sales engineers, I bring them into the equation...
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If you’re responsible for sales performance, you know your
chances at success are shrouded with uncertainties. Uncertainties create risks.
In B2B sales, most risks are downside risks; risks that something bad will unexpectedly
happen.
In some sales organizations, uncertainties + risks...
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Even after about a gazillion years of selling – everything
from retail, to complicated consulting services, to B2B Fortune 500 technology
platforms, I still have those Rookie Mistake moments.
You know those “D’oh” palm-to-forehead moments that simply
don't work? In David Letterman style, I...
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Almost daily I’m asked, “Should Sales be responsible for lead nurturing?” To these ears, that’s a silly question. After all, the motivations of Sales and Marketing are very different – and Sales is ill equipped to do lead nurturing.
Definition: Lead nurturing is the process of sharing...
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Before I jump ahead, let me first tackle
the basic notions of innovation and improvement in sales. Too many may read this post thinking, “I’m struggling to make my numbers, don’t
bother me with this talk about innovation and improvement.”
I empathize with this feeling. We
are...
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