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
Category: Planning
Salespeople often ask multiple questions in one run-on sentence. Here’s why and how to stop. A sales manager I worked with called the habit of asking multiple questions in one run-on sentence “nervous mouth.” It drove him crazy when he observed sales reps ask two or more questions in a row rather than asking them … Continue reading One Question at A Time, Please
Underperforming sales reps turn their sales manager into a nanny, nag, or worse still, a narc. Top sales reps know how to leverage their sales manager to make them even more effective. If you are one of those sales reps who is constantly making excuses for failing to meet quota, while you secretly know that … Continue reading 3 Reasons to Love Your Sales Manager
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
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
Sales Growth 