Your Prospects Are Giving You Their Time. What Are You Giving Them in Return? I read a blog posting recently about what a salesperson could do to increase sales. The title was something catchy like “A Billion and One Tips to Increase Sales.” It was hard to argue with the premise of the post. Everyone […]
A sales manager at the helm of a sales team has the responsibility not only to manage the definition and implementation of effective sales processes but must also provide the leadership and coaching his or her sales team requires to effectively utilize the sales processes to achieve and exceed their goals. This blend of strategic […]
All in-bound phone calls to sales and customer support must be answered by a live person. I want to see a show of hands from those of you reading this eBook. Raise your hand if you, when you’re a customer, enjoy using an automated phone system when you call a company looking for product information […]
What happens after the sale is more influential in determining the probability of repeat business than anything the salesperson can do. If the customer’s experience with your company during the post-sale phase is substantially different than it was during the pre-sales phase, then your company has a problem. The easiest thing a company can do […]
Start Small Always start a new customer relationship with the smallest project possible. Here is a cautionary tale. A former client firm of mine, which I’ll call Ajaz Systems, had uncovered the single largest sales opportunity in their history. They usually sold products in the price range of $20,000 per unit. One day a prospect […]
If salespeople truly don’t understand the purpose of what they are doing each day, then their ability to succeed at their job is compromised.