Ideally, you know exactly where your opportunity is in your sales cycle – the beginning, middle, or end, and where it stands relative to the other choices the buyer can make? But sometimes that is not the case. Or, you think you know the status...
I am often asked by salespeople to explain the best method of identifying the highest-potential prospects to target. “How can I find these prime prospects, so that I do not waste my time on companies that are not going to buy from me this year?”...
Often the difference between a salesperson that meets their sales goals, and another that does not, is simply a matter of optimizing one’s time. Many people find this to be difficult and spend valuable time and resources on opportunities that are not likely to close,...
How many of you have had the experience of a demonstration “blowing up” in front of a prospect? Perhaps there was an internet connection problem, or there was a technical issue or a feature that you wanted to highlight did not work as you expected....
The conversation with your contact Ted starts like this: “We appreciate all the time that you spent with us explaining your product and answering questions -- and you did a great job...
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensating for the disadvantages. I spoke with a salesperson recently who said she is finding it difficult to monitor buying signals...
I have been in sales for a long time and have still not met a successful salesperson who enjoys prospecting, especially cold-calling. The top 7 reasons most often cited are: 1) it is a waste of time; 2) the list of prospects that I am...
The answer is – not quite, but it is on life support. The pandemic has completely changed our buying and selling behaviors. We have reach an inflection point and are now transitioning to a “new normal” in selling -- and this is a transformation that is...
A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usually capable salespeople and may be ahead of quota at various points in the year, but then either just...
Maybe you’re the #1 salesperson in your organization. You always meet or surpass your quota. You make more money than 80% of your peers, because just like the old Pareto Principle says, you’re in the 20% of superstars at your company. The others envy you...