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Page 22 of 34
What Parking My Car Taught Me About Sales Success
A few months ago, I was doing a three-part training for New York Life agents. In these types of training, you get to know each other during multiple sessions as you observe and interact. Well, apparently one guy had noticed how I parked from the conference room window. So, as I walked into the third […]
Sales Funnel Management: Close More Deals by Eliminating the Noise
If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as they move closer to being a client, they move down the funnel. But how does this funnel really help the […]
Focus on the Sales Activities That Matter
Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email or writing up a proposal. But when you’re focusing on sales activities, you need to dedicate time to the activities […]
How Is Your Field CRM Sorted?
We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence. But chances are your customer relationship management system has your clients listed by name or by […]
A Complete Guide to Sales CRM Implementation
You have a problem. And you need help. No, not as a person — with your CRM. Here’s what you don’t want to do — try to set up your own CRM. It’s the first time you’re working with the system and it’s the only time you’ll ever need to do it. Instead, use a […]
Cold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear
Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now. But what happens on cold calls? We get told no. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost? 1. Understand That Rejection Is Better […]
How to Use a Sales Tracking App for Farm Equipment Sales
You’ve got to make hay while the sun’s shining if you want success in farm equipment sales. And if you’re in the business, you know how true that is. Farming is seasonal — which means selling to farmers is seasonal. If it’s harvest or planting time, you can kiss your chances of reaching clients (or […]
How to Prospect Smarter and Bring in More Sales Leads
The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure out the details on your own. With these three techniques for how to prospect smarter, you’ll see just how many […]
Avoid These 4 Costly Mistakes When Hiring a Sales Team
It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible. After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll transform into an awesome salesperson. […]
Why Questions Matter When Qualifying Your Sales Leads
In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told her what the client needed, she told the customer, and they’d buy. Obviously, the company loved her, so they sent […]