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The 4 Biggest Mistakes A Sales Manager Can Make
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them. Mistake #1: The Cell Phone If you think having a salesperson use their own cell phone to cut costs […]
The Pocket Follow-Up Formula: Improve Follow-Up Success
What if I told you there’s a secret to sales lead success that’s as easy as 1-2-3? Would you believe me if I said the secret lies in… business cards? You may not see the connection right away, but you will. Business Cards: They’re Not Just Paper and Ink If I gave you a peek […]
5 Things Your Sales Script Should (and Shouldn’t) Include
Sales scripts have been a mainstay for as long as people have been hocking goods on street corners and from wooden carts. Why do they still work today? Because human nature never changes. Essentially, a sales script helps guide the presentation so it hits the right pain points for the audience. The script ensures that […]
The #1 Question You Should Ask During Your First Sales Appointment
The prospect you’ve been dying to speak with finally agreed to a face-to-face meeting. All of your persistence paid off, and you’re ready to make your pitch and seal the deal. Not so fast. All the effort you put into getting that meeting is wasted if you go in for the kill too quickly. When […]
How to Start a Conversation With a Prospect Anywhere
Innovation is the mark of a successful business, and that holds true for salespeople, too. We all know that most people really just want to be left alone. They don’t want to talk to a salesperson. But they have a problem. And you have the solution. The trick is to be somewhere they already are, […]
Why Your Prospect is NOT Always Right
To succeed in business, you must live by this mantra: The customer is always right. But does the same hold true for the prospect? Not always. In fact, if your salespeople can learn how to navigate these uncharted waters, and read a prospect correctly, you’ll increase profits and keep your salespeople very happy. Dealing with […]
Salespeople: Fix Your Elevator Pitch to Get a Meeting With Anyone
If it’s good, you can win a sale or a customer. If it’s bad, you can lose a lot more than that. The elevator pitch has been around for ages, and it’s here to stay. Businesses use it in person, in print and on the web to convey their value proposition to customers. But it’s […]
How To Get Your Salespeople to Share Their Best Sales Secrets
In every business, there’s usually that one sales superstar who just blows everyone away with their success. You might wish you could share their strategies with the whole team, right? Well, good news—you can! It’s all about creating an environment where sharing is encouraged. Here’s a simple guide to maximize your best salesperson: Step 1: […]
Sales Managers: How to Gain Your Team’s Respect
You know what I wish I’d known when I first became a sales manager? That earning respect from your sales team takes time, especially when you’re promoted from within the group. Ever felt this way? You’re all excited about being a sales manager, expecting everyone to cheer you on. But reality hits: the team still […]
How Much Freedom Should You Give Your Sales Team?
Imagine training for the Olympics like those gymnasts who start practicing at a young age. Just like them, learning how to balance sales freedom is like mastering that tricky balancing beam. Give your sales team too much freedom, and you might lose out on sales. Take away too much, and they might rebel. It’s a […]