Posts Tagged ‘Sales’
What Problem is Your Customer Really Trying to Solve?
The majority of sales people, unfortunately are just peddlers—walking, talking brochures. Needless to say, customers are finding digital sources of information much more useful than talking to those sales people. The data consistently shows customers limit contact with these types of sales people to the very end of the buying process. Some few sales people…
Read MoreFear of Failure
As sales people and leaders, we have an interesting relationship with failure. We are in an intensely competitive profession. Our customers are and should be evaluating alternatives. In any buying decision, there will only be one supplier selected, with the others losing. As good as any of us are, we all fail! Like any other…
Read MoreConsiderations When Planning Team Incentives
When planning a team incentive for your direct sales consultants it is important to consider many criteria. With careful planning you can accomplish what you set out to do without breaking the bank. For more information listen to the full version of this broadcast on the Cash Flow Show – Home Business Radio or read the Cash…
Read MoreAre You Selling What You Can Sell or Selling What You Need to Sell?
Most sales people I meet are genuinely busy. They are trying to meet new customers, find new deals, qualify them, move them to closure. It seems to be almost a badge of honor when I speak to sales people, to proclaim the long hours and hard work. Sometimes, they proudly proclaim, “I’m selling everything I…
Read MoreLeadership is Not About “Monitoring”
Too often when I speak to sales managers, they focus on “monitoring” their sales people. They constantly focus on: Where they are on MTD, QTD, YTD numbers? Do their pipelines have the right volume/velocity of opportunities? Are the sales people hitting their goals on prospecting calls, customer meetings, and so forth? Are they keeping CRM…
Read More4 No-Fail Ways to Increase Your Sales Through AI
Artificial Intelligence is all over the world today. We come across it daily during our hustles as we search for different things on Google, music players selecting our next music, and even when purchasing goods online. For marketers, AI is vital since it helps increase revenues, grow sales, and personalize customer experiences. With AI at…
Read MoreChanging the Questions
We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why. Most modern selling programs talk about the importance of questions, but too often they focus on…
Read MoreSelling IS a Service
It seems the world is migrating to an “As A Service” model. Every day one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not new. We’ve had various subscription, rent, lease capabilities for at least decades, if not centuries. The application of this model…
Read MoreStop Focusing on the Top of the Pipeline!
Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. It seems the universal, go to solution for bad pipelines is to find more qualified opportunities. That is, we need to focus at the…
Read MoreTime to Double Down?
If your business is like the majority of organizations in the U.S., things have been pretty good. Sales have been more plentiful and come a little easier. In fact, if you’re having any trouble at all, it’s hiring and keeping the right employees to serve all of that business. Many businesses experienced one of their…
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