A first date is a complex thing. It can be make or break time after which the object of your affection will either choose to see you again, or refuse to return your phone calls. In that way it is a lot like sales …
Rule ...
How much do you know about the calls you make before you make them? Do you have a well rehearsed script flowing through your head or are you busking it from the moment you pick up the phone?
What are you going to ...
“If you have to look the meaning of a word up … don’t use it.” - Stephen King
Pick up any corporate brochure today and the chances are you will have stumbled across what is the paper-based equivalent of a cup of ...
Business owners need to empower their sales force to make it rain without them by training staff to function in their manager’s absence, says Mark Keating, CEO of SalesGuru
The secret is to build a team of individuals that can ...
Are your salespeople really responsible for their actions?
What level of sales performance do you allow?
As a sales manager how often do you discuss and review targets and goals with your team? How much do you let your employees ...
A recent study in the sales sphere found that 60% to 80% of referred leads buy. They buy an average of 23% more than cold prospects. They are also four times more likely to refer you to other leads so it clearly pays to ask for ...
Where would your sales be if minimal acceptable standards were adhered to?
A sales team is typically made up of a range of performers, from the stars who are always on their A-game and achieve targets, to fairly regular ...
Being successful at anything is a matter of persistence. If you want to get a degree, you have to be persistent. If you want to lose weight, you have to be persistent. If you want to be a millionaire, you have to be persistent. None ...
If you have never experienced this, you will. Generally, when you form a relationship, it will be with a person, not a whole organisation. And though you may be providing an ideal value and service to that organisation and making your ...
Are your salespeople competing against the right rivals?
Forget your external competitors for a moment. The key to building a powerhouse of a sales team may depend a lot more on how they square off against one another ...
A big part of sales success is knowing your competition. Without that knowledge, you cannot expect to sell smartly against them. Knowing who they are is step one, but knowing what they do, how they act, and how you can work that, are ...
Yes, you read that right. In order to sell more, you need to be rejected more. While sales is certainly an asking business, it’s also a rejection business.
Unfortunately for those who are afraid to ask and can’t handle rejection, ...
