In the hierarchy of things that you can do to improve your sales performance, there are both simple and complex solutions. Depending on your company’s particular situation, both the simple and the complex solution could provide value to your organization. They are not mutually exclusive. The question is: what should you do first? The difficulty […]
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Sell Low
Sell Low: Actual Decision-Makers and When NOT to Sell to the C-Suite The drumbeat from the sales experts has always been the same: Sell High. Always sell to the decision-maker. Don’t waste your time with anyone else. Talk to the CEO and tell her that you want to create a “partnership” between your two companies. […]
Selling More: 4 Steps to Break out of the Sales Doldrums
Key Points The key to winning more orders is to “sell more” which means to consistently take actions that will lead to orders. Doing “enough” is never “enough.” More leads to more. Even with an influx of customer initiated leads, it may not be enough to make quota. A salesperson has to do what they […]
The Essential Small Business Guide to Sales Lead Follow Up: How to Convert More Leads into More Orders in Less Time
The Essential SMB Guide to Sales Lead Follow Up: How to Convert More Leads into More Orders in Less Time For the small or medium-sized business (SMB) every inbound sales lead has the potential to become not only an order, but also to transform itself into a satisfied customer that represents a dependable stream of […]
You Cannot Demonstrate Value Without Talking About Price
I read an article today about how to handle price objections. In this article the author advises salespeople to avoid talking about the price of the product or service they are selling until after they have “demonstrated the value” of their product or service. Unfortunately there is a fundamental problem with that advice: You cannot […]
Trust But Verify – Hiring A New Salesperson
Hiring a new salesperson is like buying a shiny new gadget. When you buy a new product you want to be excited about your purchase. But you also spend a lot of time and energy trying to convince yourself that you aren’t making a mistake. The reason people have a hard time making decisions is […]
