Sales Process & Strategy
How to Plan a Field Sales Route That Gets More Visits in a Day
A six-step method for planning field sales routes that cut windshield time and fit more real customer conversations into the same day, plus what managers should review weekly.
Sales Call Checklist: The Simple Framework That Closes More Deals
Why You Need an Effective Sales Call Checklist Every successful sales rep follows a clear structure. Without one, conversations lose direction and deals stall. That is why using an effective sales call checklist helps you stay focused and confident on every call. First, a checklist removes uncertainty. When you know exactly what steps to follow, you […]
Field Sales Strategies to Boost Your Success
Field sales can be one of the most rewarding ways to connect with customers and close deals. However, it requires the right approach, tools, and mindset to achieve success. In this article, we’ll explore practical strategies to help you excel in field sales and increase your productivity. 1. Build Strong Relationships with Clients First and […]
How To Define Your Sales Cycle
You know your company has a sales cycle. A lead comes in, sales activity happens and you work towards closure of some kind at the end. Hopefully the kind that makes you money. But, do you have clear definitions for each part of your cycle to make sure you sell more? Can you take one […]
Simple Strategies For Salespeople Finding Key Decision Makers
Every salesperson understands the pain represented by the key decision maker. Decision makers are guarded by gates, the gates are guarded by keepers and there are many obstacles that lie in between. Wasting valuable time being led down a rabbit hole by the wrong person can mean the difference between smashing your sales target and […]
How to Avoid and Reverse Sale Slumps
The phrase “sales slump” strikes fear into the heart of any sales professional. We’ve all been there, even the best of us. As the sales professional progresses from salesperson to sales manager, the dreaded slump evolves from a personal concern to a team-wide responsibility. Sales slumps bring unbelievable pressure, can have significant impacts on quality […]
Why the Sales Process Doesn’t Stop at the Dotted Line…
Many people find the pressure of sales difficult and it can become a bad habit to drop the ball once that prospect has finally put pen to paper. There are five key steps to the successful sales process and guess what number five is? Following up. We’ll talk about these key points later, but it’s […]
How to Create a Sales Strategy You Can Stick With
Sales strategies are like New Year’s resolutions: Everyone makes them. Everyone tries to follow them. But eventually, they’re forgotten. There are two reasons for this: unrealistic expectations and a failure to adapt to change. Luckily, both of these can be avoided. Start with the Sales Team Most organizations have three plans for how sales should work: […]
LinkedIn Profile Checklist for Salespeople
To a salesperson, LinkedIn is a very valuable tool. It’s the perfect place to find prospects, cold call leads, and form relationships. If you use LinkedIn, you can also keep tabs on your clients. For example, if one of your clients quits his job, you will be notified by LinkedIn, and you can quickly take […]
4 Simple Strategies for Becoming a Better Sales Manager
No one likes having a manager. People like being a manager – keeping control, checking on everyone – but very few people would choose to be managed. In sales, we think of managers as the bosses who make sure everyone else is doing their job. They monitor the team, hold others accountable, and deal with […]