Blog

26
May

Questions are few = losing the sale

No Questions – No Sale Jill Konrath makes a great point in her latest blog about sabotaging the sale by not asking enough questions. sabotaging the sale A good sales rep relates the product or service features to true business situations. If you are quick to answer the customer’s problem before understanding how the problem impacts …

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2
May

9 Do Not Dos that will improve your life and productivity

This blog is excellent in addressing the habits or “to dos’ that we do that kill one’s productivity. In sales the temptation is that if you are not answering emails, then you are not being customer focused. Unfortunately, that is not true. Emails start controlling you  and you lose focus, become inefficient, and decline in …

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24
Mar

4 Ways Sales Team Training Helps Hit Your Sales Numbers

Sales and marketing programs have traditionally used the concept of a funnel to visualize the sales cycle. The wide top symbolizes the endless number of unqualified prospects who gradually thin out along the way, ending with the actual buyers (and ideally, repeat buyers) at the bottom of the funnel. Everything in between represents the steps …

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22
Mar

Who Are You? 5 Steps to Discovering What Makes Your Customer Tick

How well do you know your customers? If your first response to this question is to begin spouting off sales facts and figures, the answer is, “Not well at all.” Purchasing data may tell you about a customer’s business and buying behavior, but it says nothing about who they are and what makes them tick. Don’t go out and …

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17
Mar

How to Grow Your Business in a Volatile Business Environment

You’re probably familiar with Proctor & Gamble, or P&G, as the company is known. It’s a multinational manufacturer of products that help people care for babies, wash dishes, brush their teeth, and simply smell better. Its brands include Bounty paper towels, Mr. Clean, Pepto-Bismol, and Old Spice, the purveyor of ubiquitous and strange advertising. P&G …

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13
Mar

Empower Your Executives to Live Out Your Corporate Values

“If you are working on something exciting that you really care about, you don’t have to be pushed. The vision pulls you.” —Steve Jobs, co-founder, chairman, and chief executive officer of a little outfit named Apple. Jobs was nothing if not passionate about Apple and the products it produced. He was instrumental in starting the company …

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29
Feb

Three Strategies to Ensure the Success of Your New Product Launch

Three… two… one… we’ve got a new product launch! Or do we? The truth is, most new products don’t succeed. According to the Marketing Research Association, only 40 percent of products developed ever make it to market. And of that 40 percent, only 60 percent generate revenue. The chances of a new product succeeding are …

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19
Feb

Sales Team Functionality: Seven Tips for Seeing an Uptick in Performance

Contests and competition. Clear and actionable goals. Pride. When it comes to your sales team, motivation can take on myriad forms. But nothing works as well as sales training that combines solid business principles with tangible tips designed to improve performance. Here’s a look at seven sales training tips to help you realize an uptick …

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