The Stealth Cause Of Lackluster Sales Here's an issue sales managers confront all too frequently. You just introduced a new product. At the sales meeting, the sales people seemed excited. Yet, it is three months later, and nothing's been sold. What's up? Or, you work with a sales person in the field, and identify some skill that seems poorly developed, such as "asking better questions" for example. You point it out to the sales...more
Telemarkeitng Sales Scripts and How They Impact You The unfortunate fact is that you are often viewed as a selfish, self serving sales rep and not someone that is concerned with your prospect's needs. This is especially common when cold calling. To drive this point home many sales training classes have their attendees play a word association game. The trainer says he is going to shout out a word and will ask that, without hesitating, the...more
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When should we appoint a Sales Manager? For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage in the sales function however, the function of sales management should be on your ‘To Do List' as a business owner/manager even if you are...more
How to Overcome the Fear of Making Sales Calls Sales call reluctance is the hesitation to initiate contact with potential buyers, and it is a serious mindset that affects a lot of people. Very few of us are even aware that it is happening. In fact, the majority of entrepreneurs and salespeople suffer from sales call reluctance at some point in their career.We've all heard dozens of times a once celebrated salesperson has "lost their drive" or someone else "wasn't cut out for bringing in new business." As many as 80% of first-year salespeople will fail and over 40% of successful, tendered salespeople will hit a serious decline at some point in their career due to sales call reluctance.This mindset affects more than just sales professionals, it can impact anyone who has to ask for the sale, build a client base, close a quote, follow up with a customer or sell retail products or services. You might be wondering - what is holding these people back from such a straightforward task? They simply have to ask for the business, make the calls and give the quote.The explanation generally falls into two categories - repeated fear and rejection.We know that people who consistently try to...more
How can we learn from our best sales performers? How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach them how to be more effective?Well that all...more
How much training should I give my sales team? Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million, showed that the...more
How do I lead and manage a virtual or remote sales team? More and more organisations are adopting virtual teaming and remote working. They are doing this to achieve wider reach and tighter integration, reduce their carbon footprint,...more
Why hiring or keeping the 600lb sales gorilla is a mistake For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the...more
How To Find Collectibles To Buy And Sell Easily On eBay eBay is one of the largest auctioneer sites on the Internet and literally millions of people use it to either buy or sell items. It is a particularly favorite site for collectors. No...more
Sales Get Better with Pay Per Lead In this fast-paced world of ours, when the going gets tough, you just have to get tougher. It's the same thing in business. If you don't keep up with the current trend, you'll just end up missing a lot of...more