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The Ultimate Beginner Guide to Industrial Selling
Industrial selling can be extremely lucrative — and extremely unforgiving. You’re not selling a software subscription someone can cancel next month. You’re selling welding supplies, machinery, components, and services that become part of another company’s production process. When your product fails, their line stops. That’s why industrial buyers are the most careful, most skeptical, and […]
5 Second Rule in Sales
Bravery in sales is a real asset to a high-performance salesperson. Regardless if you are struggling with motivation, call reluctance, or having a tough conversation with a customer the 5 Second Rule might be a path to get it done. How the 5 Second Rule works The rule is simple. You start with the decision […]
How to Sell More by Simplifying Your Sales Reports
Every day in sales offices all over the world, great crimes against professionalism are being committed. Salespeople and sales managers are not opening sales reports, usually because they’re poorly formatted, not digestible or being sent by the all-too-dismissible method of e-mail. This situation is costing you money every month. Let’s consider why we’re making these […]
How to Lead Your Sales Team Through Tough Changes
Leadership can drive significant change in a business, but the success of new plans and growth strategies depends on how well your employees embrace and implement these changes. Picture this: You’ve devised a brilliant plan to expand into new markets, launch products for a different audience, or merge with another company. Success hinges on how […]
Lesson Learned… Remember To Qualify Your Prospects
Not all leads are created equal. Just because someone expresses interest in your product or service doesn’t mean they’re actually ready to buy or are the best fit for your product or service. Why qualifying leads matters When someone first starts out in sales, they can get over excited for a new lead. They may […]
3 Reasons Your Sales Staff Keep Leaving You
It’s a shame, but the sales industry is known for having a massive staff turnover. Sales managers typically invest time, money and energy to attract the highest possible level candidate. However, hiring good salespeople is only half the battle. If you attracted 100 of the best salespeople in the world every 3 months, none of […]
How to Deal with High-Maintenance Salespeople
You’ve seen them on real estate reality shows. There’s one in nearly every office across America. Salespeople who are difficult to deal with. The problem is, they are usually the performers in the company, too. Here are some tips I’ve learned from working with all kinds of talented salespeople over the years. Tips that work […]
3 Things a Sales Manager should be doing…
Give your team a prospect list Does your team have a prospect list? So many sales organizations we visit with don’t have a prospect list. They hope their team can find them. NO!!! Your team shouldn’t spend wasted energy on researching. They need to spend time talking to prospects and working for meetings. Your role […]
9 Essential Responsibilities of a Sales Manager
A sales manager is responsible for the success of the sales team. This includes setting goals, creating and implementing a sales plan, training and coaching the team, and ensuring that they are meeting their targets. The sales manager needs to be able to wear many hats and juggle multiple tasks simultaneously. They have a deep […]
How NOT to Incentivize Your Salespeople.
Incentives in sales seem to be a pretty straightforward business. The person who sells the most stuff gets a bonus. Simple right? Actually, it’s not always the case. In fact, incentivizing people the wrong way can cost you money and even damage your business. Let’s look at how NOT to incentivize your sales staff. 1. […]