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Communication
11Missing Sales Signals on Calls
I’m following up on last week’s post, The Power of Feedback with my promise to show you the BIGGEST mistakes we’ve found when coaching you on Sales Phone Calls. We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting sellers to recognize their own challenges...
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11Are you a sorry sales guest
Being vocal, visible, and putting your business out there on the internet and social media invites a lot of attention from people selling things. Being that I have made my living, my profession, and my business from selling products and solutions, I am actually quite receptive to sales calls. (Beware, however, as you’ll see, if...
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113 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...
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11Capabilities vs Differences make a big sales difference
Let’s talk about your sales and profit margins. How effective do you think your Sales and/or Marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If you don’t know your conversion...
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11Avoid 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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11THERE 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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11Be Wary of GROSS Sales Advice
Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is very strong and I give it freely – as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with you. There is...
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11Sales Fails in Emails - Stop the Ugly Sales Tactics
My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a #SalesFail. A case study of what NOT to do...
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11Book Report The Selling Agency Summer Reading List
Back to School. Depending on your age and child rearing status, these three words may be cheers to your ears or bring tears to your eyes. Me, I’m slightly more of the “tears” camp as I feel the dread of all the homework, projects, and general busy-ness of the school year creep up on me...
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11Dear Salesperson: Your Sales Messages Are Crap - sales pro-email-cold call-voicemail-phone blitz-annoying-messages-communication
Dear Salesperson, It’s time for a heart to heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a call back or response.” Many of you assume there...
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