Learn how to sell more by rigorously managing your pipeline of opportunities. Why is it that top performing sales people rarely struggle to achieve over-quota performance? Almost as by magic, these top performers have an abundance of qualified prospects which they easily convert to new orders, consistently exceeding their sales target every quarter - all … Continue reading Pipeline Management – Part 2: Managing Stages
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Just as you can't manage what you can't measure. You can't measure what you can't define. Top performing sales professionals know that “closing the sale” is a result of the activities that precede it. Unfortunately, sales opportunities stall at various sales stages for a variety of reasons both within and beyond our control. Learn how … Continue reading Pipeline Management – Part 1: Terminology
Learn how to uncover, confirm, and address objections that kill deals and waste your time. While we all love it when sales opportunities sail smoothly through our sales pipeline from lead, to prospect, to active customer, we all know that is pretty rare. Unfortunately, sales opportunities often stagnate for a variety of reasons. We refer to any reason … Continue reading Objection Correction
It's easy to become an expert if you are willing to commit to read a little bit every day. When it comes to nutrition and diet, very few people will argue with the truism "You are what you eat." If you eat bad food, or not enough food, your health will inevitably suffer. Well, the same … Continue reading Become An Expert In 15 Minutes A Day
Not All Networking Leads Are Created Equal There is a lot of confusion about what actually constitutes a "referral" in business networking today. Just to be clear, the definition of a "lead" is simply the name of a prospective customer for your product or service without regard to whether they actually have a need or … Continue reading Tips, Endorsements, Introductions, & Referrals
It's difficult to figure out where we are going until we first understand where we've been. Happy New Year. I hope you all had a happy and relaxing holiday season. Ok. Good. Now, let’s get back to work. Last week’s post asked two simple questions: Have you written a formal sales plan for 2015? What information do you … Continue reading Ready, Fire, Aim…Why You Need A Sales Plan
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