Posts Tagged ‘Sales’
How to Build a Successful Sales Team from the Ground Up
The advent of the digital age has opened up a myriad of opportunities for business professionals who are capable of assembling a stellar sales team from the ground up, but many up-and-coming workers and seasoned business veterans alike are stumbling when it comes to recruiting team members. When it comes to developing a successful sales…
Read MoreTechnology Only Gets Us So Far
I’m a great fan of much of many sales technologies. There are tools that dramatically improve efficiency. These allow us to get more accomplished, more easily and in less time. There are tools that give us greater insight into the customer—both the enterprise and individual. We can leverage customer searches of our sites, the materials…
Read MoreProspects Want to Hear Your Story Before They Hear Your Pitch
I’m not an independent television producer, but I would wager that right now the holy grail among TV people is to produce a show that turns into a binge-watching sensation on Netflix, Amazon, Hulu, or one of the other up-and-coming video streaming services. To me, the binge-watching phenomenon puts an exclamation mark on a recent…
Read MoreDo You Have the Right Sales Business Model?
No sales business model is “forever.” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. Unfortunately, too many companies ignore these transitions. They stay stuck with one model, working harder and harder, failing to produce…
Read More8 Best Practice Techniques for Homerun SMS Marketing Campaigns
SMS marketing remains remarkably responsive. Despite being over 25 years old and incredibly basic compared to the host of other messaging apps, more and more companies are using SMS to communicate with their customers and prospects. Every single phone ever made is able to send and receive texts. It’s the one truly universal messaging platform.…
Read MoreFeatures and Benefits
Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits—FABs). Our product marketing and marketing teams load us up with content and presentations with endless lists of features and benefits. Visit any web site, and…
Read MoreSales Heroics are Actually Sales Failures!
All of us revel in stories of the deal where we took dramatic actions and ultimately won—hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column. When we get together with our colleagues, over beer, we…
Read MoreThe Importance of Willpower in Sales Execution
Recently, I had a call with a top salesman I coach. I asked how selling to his top 25 clients was going. He shared that he hadn’t stuck to his strategy because he wasn’t excited about it anymore, so I asked if he was excited about his current sales numbers. He was not. Three months earlier,…
Read MoreThoughts on Agility
Agile is one of the “hot” business buzzwords these days, right along with digital, transformation, and disruptive. (You get double buzzword bingo points if you can use, “disruptive, agile, digital business transformation” in a single sentence on a PowerPoint slide.) But much of what I see under the “agile” banner is far from agile. The…
Read MoreValuing Time: Your Customers’ and Yours
Time is the only non-recoverable thing that each of us controls. We waste it, it’s forever lost. We waste our customers’/prospects’ time, we’ve cheated them out of their most precious commodity. We let our customers/prospects waste ours—we’ve enabled them to de-value us and what we can do to help them. Ironically, we seem to treat…
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