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
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 …
How to Increase Your Sales Effectiveness – Don’t Make It All About You Read More »
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 …
Taking an Other-Centric Approach to Increase Sales Performance Metrics Have you ever wondered why people sometimes form inaccurate impressions about you? Do they rush to judge you too quickly? This limited view we have of ourselves, and of others judging us only on what they see of us is called the Iceberg Effect. It’s based …
Leverage Empathy to Build a Strong Sales Team Think about the steps you take when you buy a pair of sneakers. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. In that process, you remove doubt because you’re actively looking. Then you start to …
High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to make that personal connection. That’s means having a high EQ.
Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …
In the early 2000s in the Atlantic, there was a tense showdown between Spain and the US Navy. Essentially, there’s an emergency frequency that maritime uses, and a message went out at night from a what the crew thought was a small Spanish boat to the USS Lincoln, the second largest battleship in the Navy.
Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to …
I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He had landed an opportunity for a sizable, in-house training deal and he knew he was going to get some resistance with a deal of this magnitude. He wanted me to join him and …
What is the Best Time for Handling Sales Objections? Read More »
In a previous post, we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and repeatability to the sales process. In other words, all members of your sales team, from the freshman sales rep to the seasoned saleswoman, now have a way of producing repeatable results when resolving common …
6 Types of Common Sales Objections You Need to Know Read More »
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