Andy Paul
B2B Sales Strategist
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell? These are two very distinct approaches to business development and yield two very different sets of prospects. And results. Category Qualification vs Product Qualification The default …
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Take Advantage of the “Telephone Effect” A lot has been recently written about the power of stories in selling. The power of stories to communicate context and value is undeniable, if they are used correctly. The effective use of stories requires you to remember that the exclusive audience for your story is not the person to whom you initially told the story. Even if that person is the final …
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The most important number that every sales rep needs to know before he or she can build an effective sales plan for the new sales year is their Lead Deficit. To give yourself a solid chance of making your quota you have to know this number. Here’s how it works. Making quota is based on winning a certain number of orders at a certain Average Order Size (or Average Sales Price.) Some …
"In all affairs, it's a healthy thing now and then to hang a question mark on the things you have long taken for granted.” That’s from the famed philosopher, Bertrand Russell. This applies in spades to sales. We are stuck on paradigms of how we sell, how we train and develop sellers and how we manage and measure performance that aren’t serving the needs of your sellers (or your …
How to “Do Everything Now” when Selling In sales, your competitors are not your enemy. Time is your enemy. Time is the most limiting aspect of your sales efforts. You need time to develop new prospects. You need to get time from your crazy busy prospects to sell to them. And you need time to help your qualified prospects move through their buying process to a decision. Customers today …
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4 Steps To Dramatically Improve Your Sales Hiring How would you respond to the question: What’s your sales type? I recently read that the cost of a bad sales hire is 7 times (7x) the annual salary of that position. You would think that such a stiff penalty would provide sufficient incentive for hiring managers to do a much better job of specifying their requirements for an open sales …
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