Sell More by Double-Checking Your “Gut” Instincts Have you ever told your sales manger you were excited about a sales prospect, only to be caught dumb-struck when she asks you to explain why you are so confident they will buy? Many top performing sales people develop a gut feeling for good prospects, but that doesn’t … Continue reading Use B.A.N.T.E.R. To Increase Your Sales
Almost every sales person has heard about the ABC’s of selling. That is of course...Alway Be Closing! Unfortunately, many sales people mistake this sage wisdom to mean they should always be asking for the order. That may have been the original intent of the “old school” sales dog that came up with that sage bit of … Continue reading The Journey of a Thousand Miles Begins With A Single (Next) Step.
In 2007, Adrian Gostick and Chester Elton published “The Carrot Principle”. Its premise and supporting data show how managers using purposed-based recognition (specific, task-based & timely acknowledgement of a job well done) gain a competitive advantage. They also: https://ssl.google-analytics.com/ga.js Have lower turnover rates Achieve enhanced business results Are seen as much stronger in what they … Continue reading How to Engage Your People, Retain Talent and Accelerate Performance
You are only fooling yourself when you ignore your key sales metric. Every sales person has a key activity number they know they need to achieve in order to meet their quota or self-imposed sales goal. They just may not realize it yet... We all want signed contracts, so that is the ultimate number we all … Continue reading To Thine Own Self Be True
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
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