Posts Tagged ‘Sales Activities’
Perfecting the Sales Call
Sales calls can be one of the scariest things to learn as a new employee or business owner. But while a sales call is not always necessary and should only be used in the right context, getting it right is critical.
Read More The Bottom Line Effect of Caring for Your Customers
Top sales people don’t just get to where they are because they make a lot of calls, or because they know the best closing techniques. In most cases, their clients have come to see them less as commission earners and more as trusted partners.
Read More The Devil is in the Details
I suppose it’s human nature not to look at details. If I look at the pace of business and life, the workloads each of us have, it’s easy to gloss over things.
Read More A Pricing Problem
I recently had a truly unusual, memorable experience facilitating a discussion about pricing. What made it unusual? There wasn’t one question about pricing. Yet every person there described their ‘problem’ as a pricing problem. What were the real issues?
Read More Want to Increase Your Small Business Sales? Hit the Road
If you are looking for ways to expand your business, consider adding a mobile component. Obviously it has to fit with your business model, but here are three ideas to think about: pick up, delivery and on-location sales.
Read More If You’ve Got a Chip on Your Shoulder, Why Are You in Marketing or Sales?
When you cold-call prospects, how do you respond when they ask if you’re selling something? It’s a very common question busy people will ask when they don’t know you.
Read More Don’t Get Distracted by the Numbers
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.
Read More Why Trade Shows Are Alive and Well
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.
Read More Coaching the Sales Process: Deal Reviews
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.
Read More “Checking In” is Not a Next Step!
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?”
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