Increase Your Team’s Sales Performance by Integrating Sales Emails into Their Opening Strategy. In one of my sales coaching sessions, someone asked how to follow-up with a buyer after sending an introductory sales email. He asked because, according to him, no one was opening—let alone reading—his emails.
Coaching your Sales Team to Set More Meetings, Close More Deals, and Surpass Their Performance KPIs As a sales manager, you’re always looking for ways to improve your sales process and improve the performance of your sales team. One of the ideas that we constantly coach salespeople on in our sessions is that the most …
How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness Read More »
High-Performance Sales Teams Leverage Multiple Decision-Makers to Close the Deal In most B2B sales, you will need to deal with more than one decision-maker. To avoid getting limited by corporate politics and the whims of one decision-maker, you should enhance your entry efforts by contacting all decision-makers who can have an impact on your sales …
High-Performance Sales Teams Make the First 7 Seconds Count In the early 1990s, I remember being so excited when pay-per-view had on a Mike Tyson boxing match. It didn’t matter who it was, Iron Mike’s opponent was going to get their ass kicked, usually in the first round. The hype and excitement lasted for weeks, …
High-Performing Sales Teams Always Know Their Prospects’ Needs I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …
Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …
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 »
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
Build a Strong Foundation for Opening Your Sales Call With the Sales Impact Statement In a previous post, we introduced the concept of the sales impact statement and on using that tool to focus the opening of your sales call. Remember,
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them. The same can be said for opening a sales call. If you …
When Opening a Sales Call, You Need to Stop Doing These 2 Things Read More »
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019. Here’s a question you need to ask yourself about your sales process: If my salespeople could get in front of more qualified buyers, how much more could they sell? In all of my training sessions and …
Boost Opening Your Sales Process with Technology Read More »
Here’s a question about sales objections I encountered a lot when we did lead generation work: I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?” One of the challenges …
How to Tell Genuine Sales Objections from Insidious Put-Offs Read More »
Back in 2016, I penned an article for Selling Power that addressed selling and opening the sales call in the new digital era where we are inundated with apps, devices, and instant price comparison.
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