Your sales manager doesn’t measure all of the activities that you must take in order to succeed in sales. Some of the most important performance-improving activities aren’t measured at all. Complete these nine activities this week; they won’t show up on your reports, but they will show up in your results
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9 Sales Activities to Take This Week To Improve Your Results (and That Your Sales Management Isn’t Measuring)
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From http://thesalesblog.com 5168 days ago
No is Easy. Go For Yes
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From http://www.salesbloggers.com 5171 days ago
If you are getting too many “no” answers, part of it may be your approach. If the prospect buys what you sell and isn’t disqualified for some other reason, then you have to go for yes. Going for yes means learning to create value on every call, learning to differentiate your offering, and learning not to accept the Test No
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Five Sales Ideas That Need to Die
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From http://thesalesblog.com 5172 days ago
Some sales ideas are detrimental to the health of your sales results. Other ideas are critical and deserve to be heard, debated, refined, and adopted. Here are five sales ideas that need to die and f
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You only have one chance to make a first impression. How you open your sales call is every bit as important as how you close it. Use these guidelines to write an opening script that defines you as a
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10 Essential iPad Apps for Business and Sales
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From http://thesalesblog.com 5174 days ago
I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is c
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5 More Ways to Ensure Your Place in the Bottom 80% of Salespeople
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From http://thesalesblog.com 5176 days ago
Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with the pressure of getting results or having to carry the bottom 80%. Here’s h
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Sales Effectiveness: Autonomy vs. Discipline
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From http://thesalesblog.com 5177 days ago
ales effectiveness is a tricky blend of autonomy and discipline. It is a combination of art and science, and effectiveness means you need to when to exercise each. Effectiveness is striking the right
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How To Create Loyal Clients
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From http://thesalesblog.com 5178 days ago
Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. Do you want to create loyal clients? Ask yourself these questions (no lie, this is going to sting a little . . . maybe more than a little).
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Nurturing your dream clients means providing something of value to them before they ever make a decision to buy from you. The ability for your ideas to make a difference for your dream clients is what sets you apart from your competition, and it is ultimately why they choose you. To nurture your dream clients, treat them like they are already your clients; treat them as if helping them to improve
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Negative sales behaviors result in reducing the likelihood of a sale. On larger, more complex deals, asking for the commitment to buy over and over again is a negative behavior, especially when closing for the commitment is premature. To succeed in sales, you must be able to obtain commitments for something that moves you closer to deal. It may not be A-B-C, always be closing. But it is surely A-
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