Matt Sunshine, on June 16, 2022
You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.
A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.
Elissa Blankenship, on May 12, 2022
Creating an environment of trust and becoming a trusted advisor is one of the most important roles of a successful sales professional.
That requires a shift from focusing on selling your product or solution to understanding and meeting the needs of the prospect or client in the now, near, and far.
Matt Sunshine, on May 5, 2022
I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Doing that (consistently) only causes more issues, but that's not what this is about.
The reality is, while pending business is great, what we need to see is salespeople closing business.
Stop spinning your wheels on lousy prospects!
Slow kills deals.
Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly. The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.
Trey Morris, on April 28, 2022
If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.
It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.
The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!
Trey Morris, on March 8, 2022
Thank you! Thank you! Really, Thanks. Please hold your applause until the end of the sales meeting.
What?
You mean that you haven’t been interrupted during your sales meeting by thunderous applause from your salespeople? Really?
The Center for Sales Strategy, on February 15, 2022
Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.
Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.
The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.
Jim Hopes, on January 20, 2022
Perhaps you got excited when you read the first part of the headline.
I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.
Sorry to burst your bubble.
Matt Sunshine, on January 6, 2022
All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people.
When searching for the right talents, skills, and experience, strong sales managers recognize that talent is primary.
Matt Sunshine, on November 28, 2021
This article was originally published on Sales & Marketing Management.
Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.
