Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a VP at Comcast. Sometimes …
Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk …
Accurate Data is Key to Increasing Sales Performance Metrics Did you know that poor quality data is costing your sales team at least 30 percent of revenues?
How Grit and Determination Underpin Sales Effectiveness There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you …
Adopt and Express Humility to Increase Sales Effectiveness Are you the kind of sales leader who often thinks: “I’m constantly dealing with idiots”? I get it, sometimes it can feel like you’re working on an island managed by six-year-olds. With that perspective, however, it’s likely that not only prospects, but your sales team, will view …
A Shift in Attitude and Behaviors is Key to Building a High-Performing Sales Team Does someone on your sales team wear their heart in their sleeve? While a certain level of openness, transparency, and vulnerability can be a good thing and are all signs of a high sales EQ, too much unfiltered expression can work …
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