Open Sesame...6 Ways to Get Prospects to Open Doors

Typically when you mention the word “prospecting” to a sales rep, they cringe. People will easily admit that networking events are their least favorite activity, however the successful reps have found that networking is critical to their success. Having reps put together a prospecting plan will keep a constant flow of business coming in the..

The Tell-Tail Signs Your Training Is A Success

Training: intended for use during an introductory, learning, or transitional period. Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales..

Take A Walk In Your Customer's Shoes

Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great..

A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's value drivers they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers.

How to Customize Your Sales Training Handbook

We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team.  Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for.You can read hundreds of books and articles about..

3 Steps to Successful Sales Training 

Sales training takes more than a one or two day workshop to be successful and effective. Training needs to be a process not an event.  The below 3 parts must be included to ensure that your training programs are effective and that the learning becomes sustainable.

3 Things NOT To Do When Coaching

How to Coach Inside Sales Reps

Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really need to..

How to Keep Your Customers and Grow Business

These days people are more protective of their money, and instead of spending it freely, they are saving. For sales teams, it has become increasingly important to keep a hold of current clients; since, as most studies show, it costs six times more to get a prospect to buy than it does an existing customer. So, the question becomes, “How do we maintain..

You've put a lot of thought into, you're sure you're ready, you have finally made up your mind...management here you come! Now that you know the management track is right for you, how do you get everyone else to see you're a candidate for a management position?