You can’t believe it! In five minutes you’ll be face to face with your dream prospect! How this meeting goes will depend a great deal upon whether you’ve done more than just think about this prospect. Your success in this meeting will be a function of the preparation you’ve done beforehand.
There...
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Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers and acquisitions among their customers, but we don’t usually talk about spinoffs.
A spinoff is the creation of a new, independent company through the sale or...
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Sales professionals are often judged on the revenue they bring into their company, even when they’re searching for another job. They scramble each day to reach “top salesperson” status, tracking down leads and crafting the perfect pitch. As one day turns into the next, it can be easy to lose sight...
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Do you ever wonder what makes your top performers so successful?
I can tell you from experience: It’s not some magic closing technique, or even special relationships.
Top-performing reps close more business because they have the discipline to do the right activities day in and day out that result...
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No one wants to clash with her co-workers, but conflict inevitably has a way of happening. This is particularly true in the middle of the sales funnel, where marketing teams overlap and intersect with sales teams.
Much of this tension stems from disparate goals. Marketers tend to play the numbers...
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Creating a superior customer experience requires the commitment of the entire organization. With buyers more than five times likely to buy from companies that provide a better customer experience, your success hinges upon it. Executive leadership must have a plan in place to help their...
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According to the predictions of industry experts, 85 percent of customers will perform transactions online without ever talking to a representative of the selling company by 2020. That doesn’t give your businesses much room for bad first impressions, does it?
To make the most of this increasingly...
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If you want to thrive in sales, you have to prospect and ask for referrals on a consistent basis. Every salesperson knows that but only a small percentage engage in both behaviors on a consistent basis. Why is that? When I ask that question in my workshops I get the answers you might expect:
“I’m...
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For sales managers looking ahead to the upcoming month, quarter or year, deciding on the best route to success can feel overwhelming. It’s tough to know where to start when there are so many different levers available to drive improved team performance. As a result, many managers pull multiple...
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