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How To Find the Right Blend of Attitude and Skill in Your Next Salesperson
“Does the salesperson know our products well enough?” That’s often the first question most businesses ask themselves when they’re interviewing a potential salesperson for their organization. However, it’s not quite a good idea. Putting too much emphasis on that question is also one of the biggest sources of high turnover and frustrated sales managers. […]
Why You Should Outsource Sales Management?
I once met a printer who had a small print shop. He built his business over twenty years with one employee working the shop and his wife doing graphic design and working with clients. He managed the business and was the only salesperson. He told me over the years he had attempted (on several occasions) […]
Does Your CRM Need a Reset? Part 3: Scorecards
Part three of our reset series is about Scorecards. Previously, we’ve identified companies in the database that are clients, prospects and possible win back opportunities. Then we figured out what data our salespeople should collect to help the whole organization run smarter. Read Part 1: Crashing the Data, Part 2: Leveraging the Data Last […]
Does Your CRM Need a Reset? Part 2: Leveraging the Data
Get ready for part two of ‘Does Your CRM Need a Reset?’! In the first post, I identified businesses that are in your database that need to be reclassified. If the data isn’t setup right, the salespeople will not find value in the CRM. Read Part 1: Crashing the Data They will not use […]
Does Your CRM Need a Reset? Part 1: Crashing the Data
https://www.youtube.com/watch?v=8Wd3z2MlIvM If you have a CRM and it’s been a while since you set it all up, it’s probably set up wrong. Your business has changed, your business has evolved and the data you have in there is frankly old. It may mean that it’s time for a complete reset. Well, just like anything, […]
Sales Tips for New Healthcare Salespeople
While it’s true that sales skills are transferable between industries and sectors, the power of specialist knowledge should never be underestimated. Many salespeople focus their entire careers in a single sector, fine tuning their understanding of the client mindset and other nuances inside a given space. The healthcare industry is one such sector and, if […]
Six Simple Tips For Warming Up Cold Calls
Cold Calling Tips for Sales Masters… Cold calling doesn’t have to be so… cold. The thing is, cold calling is still a viable method for getting your business’ name out in the open. This often-shunned marketing technique is still alive and kicking, generating a lot of sales leads by those who know how to wield […]
Why have Asynchronous Communication Inside a CRM?
The best way for humans to talk together is through face to face communication. The problem that exists in our world is constant distractions. Many of you are taking calls all day long. It’s tough to run a business and be successful if your attention span is about 30 seconds, and if you’re constantly […]
Time for a Database Clean-Up: A How-To and a Why-You-Should
So, sales are stagnate and your team needs a refresher… The easiest way to right your ship is to clean up your database. Look at your current clients and make sure that you have a rep calling on those customers. If not, ask your rep if they want the client or if you should give […]
The Secret To Effective Sales Coaching
Despite the fact that so many companies spend thousands of dollars on this service, the term “sales coaching” is often seen as kind of a dirty word in the industry. There are a few reasons for this. First, too many salespeople are driven by their egos. It’s sad but true that many (although not most) […]