Posts Tagged ‘Sales Activities’
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?”
Read More 5 Quick Sales Tips
Don’t focus on closing the deal because when you build your customer base with a focus on simplicity, accessibility, education and service the outcome will be sales.
Read More Lots of Activity, But No Results!
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.
Read More Celebrate Sales with a Text Message
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.
Read More Why Most Small Businesses Lose 80% of Potential Sales
If you’re not following up with sales prospects already in your network at least five to twelve times, your revenues are 20% of what they could be.
Read More How to Write a Sales Script That Won’t Annoy Your Customers
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.
Read More Don’t Answer That Objection!
A few days ago, I was tagging along with a sales person on a call. It started well, then the customer expressed an objection. That’s when things started to go wrong.
Read More How to Keep Your Sales Team from Losing the Human Element
There’s no shortage of methods to help maintain the human element that’s so often lacking in an automated world. If we didn’t remind ourselves to engage with our users on a human level, we’d lose touch with their wants and needs. And much like a pharmaceutical company, we need the feedback provided by human interaction.
Read More