Kim Alexandre, on February 18, 2019
Shaye Smith, on February 15, 2019
Matt Sunshine, on February 14, 2019
You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.
Maybe you just haven't given them a compelling enough reason to call you back.
If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.
Your prospect doesn't want your ideas. They want solutions to their problems.
Trey Morris, on February 13, 2019
We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers.
Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.
I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, "Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!
Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list! There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.
January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.
Here’s a list of five things to get 2019 back on track and heat up sales revenue!
Shaye Smith, on February 8, 2019
Matt Sunshine, on February 7, 2019
Your sales team determines the success or failure of your operation.
This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company.
By then, it’s too late. You'll have to scramble to fill the role.
This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don't solve anything. You still need a great salesperson, and the person you just hired isn't likely to be that.
Even the best salespeople hear the word “no” from time to time. You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen. The prospect said “no.” NO!!! It’s never fun to lose, but how you handle these losses can make or break you.
Kurt Sima, on February 4, 2019
They don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!
These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.
Ouch! How can this be when you have some much going for you?
Shaye Smith, on February 1, 2019