As sales professionals, we’re obsessed with the “numbers.” Where are we year to date, what’s the forecast, what’s the pipeline look like, what are the activity levels, how many qualified leads do we have, and on and on and on.
Trade shows have been around for centuries in one form or the other and during all this time, they have been one of the most useful means of networking, buying, selling and advertising your business or your services.
Many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.
For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. So in deal reviews and pipeline reviews, it’s not unusual for me to interrupt, cutting to the chase, asking, “What’s next, when will it happen?”
Everyone I encounter is very busy. Virtually everyone I meet works long hours. Their schedules are filled with meetings, calls, all sorts of things. Many people seem to wear their “busyness” as a badge of honor.
Competition is important to every business, but just as important as competition is collaboration. You can see this in the dramatic growth of social networking and cloud computing over the last decade.
Sales scripts get a pretty bad rap because they are so closely related to cold calling, and cold calling is annoying. But these scripts can actually be pretty useful, as long as they’re written and used the right way.
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