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 of your proposal, but you are mistaken. As Lincoln noted, we need to know where we are to decide what actions we need to take to close the sale....
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, chasing down “rabbit holes” or working on non-sales related tasks during business hours. High-performing salespeople optimize their time each day to focus on activities that yield the greatest results. Conversely, they minimize their time on activities that waste their valuable selling time....
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. Maybe some of the invitees had trouble accessing the videoconference over the internet. Or, you were unable to use the videoconferencing software and the demonstration failed. That is more common now in the COVID-19 pandemic quarantine era....
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 now that she cannot see the attendees’ reactions and body language that she previously was able to observe....
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 working from is out-of-date and worthless; 2) it is difficult to reach people by telephone; 3) I leave voice messages, but never receive return calls; 4) I do not like rejection; 5) I do not know what to say when I reach somebody; 6) I do not like being told what to do, and 7)...
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 as predict that most companies will continue to schedule most sales meetings via web video-conference, rather than in-person. This will occur in part because we have become more accustomed and proficient with it, but mostly because of cost considerations and fear of spreading the virus. If a company can save money on travel expenses they...
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 focus on closing business or slack off. I managed salespeople that rode the fluctuating wave of being over quota and then under quota and then usually panicked at the end of the year to achieve their sales target. ...
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 and you know it. Secretly, it makes you chuckle as you drive out of the company parking lot in your luxury vehicle and see the others green with envy in your rearview mirror....