Fast Facts & Scary Stats
I’m constantly on the lookout for good studies on sales performance and best practices. Statistics have always interested me. But what’s more important than the research findings is the implication of these statistics to our ongoing sales success. Here are what I...
10 Tips to Increase Your Close Ratio
Forget worn out manipulative closing techniques. If you sell B2B, seek long-term customer relationships and ongoing growth opportunity, then shift your thinking about closing the sale. 1. Broaden your definition of the close Many of us still think of the close as the...
10 Tips to Optimize Your Discovery Results
Too many sales pros treat the discovery process as a means to gather facts. The reality is that this phase of the sales process is your most powerful opportunity to differentiate you and your company. 1. Your discovery findings are the bull’s eye The output of your...
Sales Managers: 10 Tips to Optimize Your Sales Team Results
Sales management is not a power position. It’s a service position. If serving your people interests you, it will be a highly rewarding position. If it doesn’t interest you, it won’t. Simple as that. 1. Focus on your people, and the numbers will follow Remember –...Why Sales Training Doesn’t Work
Sales training is a powerful investment in your business growth. Provided the training focus is properly diagnosed, is appropriate to both the market and the sales organization, and it is effectively delivered and supported, companies will quickly recoup their...