Here are a couple of meeting management tips I used in some of my past coaching sessions for leadership teams. Unusual… Unorthodox… Crazy… Call them what you will. They get the job done, especially when you use them as coaching opportunities
Meeting Management Tactic: Controlling Access
In this session with a client in the Ohio area, I was reviewing sales leadership practices with the organization’s management team. Continue reading
Last week, we announced Tyson Group inclusion and recognition in Selling Power’s list of Top 20 Sales Training Companies of 2018 (find the list here). As I mentioned in my post last week, such a monumental achievement is never the actions of a single person, but the work of the team, striving to achieve a major, common goal.
The press release noted that Selling Power looked at several areas for judging this year’s candidates. The areas they reviewed were: Continue reading
Recently I learned that Tyson Group received recognition as Selling Power’s Top 20 Sales Training Companies for 2018. I’m honored that our company has received such accolades. But I also have to acknowledge the effort and the commitment that my team has made to bring about this accomplishment.
The landscape of sales is changing. I recognize that our industry is constantly undergoing evolutionary changes but recently, with the advent of digital technology, it seems as if the changes have become revolutionary. Continue reading
Intuitive Sales Wisdom Regarding Credibility
Here’s a bit of insight I stumbled upon about credibility while doing a half day training with one of our regional sports franchise sales teams.
During the the session, I realized these guys were intently focused on their service. And I needed them to move away from using that as a sales crutch to try something new. So, I started asking a series of questions regarding how salespeople open calls. Continue reading
In one of my training sessions, someone asked how to follow-up after sending an introductory email. If we group the email with the phone call, then we can create a solid strategy that works well in opening a sales call. Incidentally, this strategy also works with direct mail campaigns or as a follow-up to a white paper download. Continue reading
See the world through your prospect’s eyes. Take a walk in their shoes.
You’ve heard me say it before. We’ve written about it on multiple occasions.
Selling is an away game. It takes place in the mind of your prospect.
During my time training salespeople, I’ve run into a few who’ve had a little trouble embracing this concept. They see selling as something that you do to someone. They start by getting their foot in the door, and they end with closing the sale. Invariably, these salespeople have the hardest time getting out of their head and leaving their “mental stuff” behind. Continue reading
Here’s a sales process example I remember from when we were looking at CRM software solutions. This sales rep, Bob, found me on LinkedIn and initiated contact. He then emailed me, saying he had a lead generation solution connecting the social media platforms to Salesforce.
Well, since we were talking about lead generation, I was more than mildly curious and agreed to meeting him. Continue reading
Prepare And Rehearse Your Opening And Close.
Yes, we’ve said preparation and rehearsal are necessary in your sales presentation. But you want to pay particular attention to your opening and your close. Continue reading
Personal Branding Online Can Make A Difference
Here’s something I overheard one of my inside salespeople say when we ran a call center:
“My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.”
The internet gives us an unprecedented opportunity to get out in front of our prospects in a big way.
But as sales reps, you have to show up before someone can ask you to dance.
Try this experiment on Google. Run a search of the name your customers know you by. For example, if your name is Robert Jones, but all of your customers call you Bob, search for Bob Jones. Continue reading
As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance. Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. We need to look beyond what they can do today and help them realize what’s possible tomorrow. When you invest in building your team members, you are investing in your organization’s future. Continue reading