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Selling Pro
Avoid the Sales Email Follow Up Flop
Probably one of the most frustrating scenarios in sales is when you have a conversation or exchange with a prospective customer, follow up with a brilliant email containing a meeting request, information, or pricing, et cetera … and then, NOTHING. Your Follow-Up FLOPPED! • Why didn’t they respond? • Why haven’t they replied? • I...
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Year End Sales Push_4th Quarter Strategy
It’s 4th quarter – the time when sales teams are looking at closing the gap on their goals and where they are year-to-date. For some of you, you’re okay and on track. Good for you on managing your pipeline, developing new business, or “crushing it” this year. For many of you, this is a panic...
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Coach's Wisdom for Sales Pros
Right about this time of year, my husband gets a bit giddy and you’ll hear him humming, “It’s the most wonderful time of the year.” No, he’s not an early Christmas shopper . . . his glee is boiling over because it’s FOOTBALL SEASON again! Between now and pretty much the Super Bowl, there are...
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Don't just follow up ... Move it Forward
I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly. They’re soundbites that are recurring in most of our training sessions – that after a while, my sellers can repeat them back to me like audience members that know the...
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research and FU - your follow up process is critical in sales
I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a client’s office and discussing his sales process, he wrote on his whiteboard: “Prospecting: *Research *Call/Connect *FU” He immediately realized his abbreviation for “Follow Up” looked like a particularly nasty insult...
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How do you dramatically increase your WIN rates
This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday . . . I did a double take when I read this statistic on Jill Konrath’s blog, citing a piece of research from LinkedIn “Win rates multiply up to 4 times when you are connected...
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THERE ARE NO MAGIC SALES BEANS
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...
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turn the conversation from price to value
So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect with clients, more effective ways...
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The power of repetition
Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs she knew – as in...
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Are you confusing PRICE and COST?
A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the year-end was near, they might be able to consider lowering their price to close another deal before ending their year. Now, I am truly in the “consideration” or “evaluation” phase...
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