Categories: Sales Conversation
Building Positive Business Intent should be a goal with every one of your customer contacts. It’s a simple concept, but it’s not always easy. There’s not a cut and dry method to achieving it. Rather, it needs to be an underlying component to how you conduct business.
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How would you answer the question, "Why do you sell?" In our trainings, we often challenge sales reps to reflect on why they do what they do. Having a passion for what you do gives you the confidence and conviction you need to solve large, complex business problems for your prospect.
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Categories: Sales Productivity
There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.
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Categories: Sales Planning
Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?
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Categories: Sales Planning
Years ago at Xerox, I remember sitting at my desk late at night. In my hand, was my commission statement for the 4th quarter. This commission check would be the largest of my sales career. I absolutely blew the doors off of my business. I was the number one rep in the region for the year and I earned another trip to Hawaii.
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Do you feel like you’re stuck in a sales rut? Are you taking the same steps with each prospect, without seeing any improvements to your sales success? It’s easy to take high-level strides to improve your overall sales process. But, making time daily to optimize your approach and sharpen your skills is difficult when you have dozens of emails to respond to or prospects you want to contact. If you want to get real results for your sales efforts, it’s time to add a few new tools to your sales arsenal.
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