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Prospecting
Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base. Everything is on hold. The...
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Making the transition from FIELD SALES to Work At Home Inside Sales
So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...
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erase these selling mistakes that are costing you opportunities
Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...
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Disrupt Buyer Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
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Is prospecting swinging for the fences?
The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow up with a prospect 25% of salespeople make a second contact and stop 12% of salespeople only make three contacts and stop Only 10% of salespeople make more than three...
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I helped a friend out a few weeks ago. She has built a team of salespeople underneath her in a business that sells global products made by artisans paid fair wages and the organization commits the profits heavily to humanitarian efforts around the world as well. Her team members are NOT professionally trained salespeople, yet,...
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Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and AVOIDING burnout? Considering the recent (various) reports that suggest nearly 7 out of...
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Do you LOVE your customers_
I received an email the other day from a company letting me know my order had shipped. The message came from “customerlove@blahblahblah.com.” Not “info,” not “orders,” but “customer love.” That made me feel special. For two reasons: It made me happy to know when my package was shipped and when I can expect it. It...
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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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Inspiration to UP your Sales Referral Game
Sometimes hard problems CAN have easy answers. Well, “simple” perhaps, because it requires effort and work. Sometimes, as an Account Executive or Business Development Rep, the grind of prospecting and pipelining new opportunities made me feel like Fred Baker from those old Dunkin’ Donuts commercials where he zombies about saying, “Time to make the donuts.”...
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