Sales Tips

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 session, he asked, “Why do you always back into your parking spot?” Little did he know, he was tapping into a life philosophy. It all started a…

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November 28, 2017
Sales Management

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 company that offers a CRM implementation plan. You want an expert in the CRM implementation process to do it for you and then provide the…

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October 31, 2017
Sales Tips

Anatomy of the Perfect Sales Follow-Up Call

Benjamin Franklin once said, “Energy and persistence conquer all things.” Well, he may have exaggerated a little, but it sure does seem to apply to sales. Sales relies on persistence. And often, that persistence relies on following up. When you’re dealing with clients, you should always have a next step. No matter what. Follow-up calls can be the perfect way to close the loop and provide your next interaction with a prospect. Contact Them… Then Contact Them Again Sales is…

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July 18, 2017
Sales Tips

Sell the Value of Your Product, Not the Price

Don’t compete on price. But if you do, you’d better be the cheapest… and stay the cheapest. See, when you sell the value based on price, both you and the customer treat the product like a commodity. There’s no relationship, and there’s no loyalty. Instead, take the consultative approach. When you position yourself as an expert and a true partner with your customers, you sell the value in the advice you offer. And if you do that, your relationship will…

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July 11, 2017
Sales Management

4 Ways to Increase Adoption of Your Sales CRM

The biggest problem with your CRM is that salespeople aren’t using it. And without salespeople on board, a CRM isn’t much help. If you’re ready to get the most from your CRM, here’s how to get your team on board. 1. Input Data in the System Without data, a CRM is useless. So, at CallProof, we launch our CRM with data already entered. We start by interviewing the management. We ask, “If I started working with you today, how many…

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March 21, 2017
Sales Management

Your Salespeople Hate Using Your CRM – How to Change Their Minds

CRMs started off on the wrong foot. When they first came out, they were isolated to a desktop and not user friendly. Back then, laptops, WiFi, and smartphones weren’t around to allow mobile access to data. So the outside salesperson was forced to go back to the office to enter information. And the CRM became a ball and chain. Salespeople who’ve been in the business a while have witnessed the evolution of the CRM firsthand. Some now appreciate it, but…

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February 28, 2017
Sales Tips

The Salesperson’s Guide to Using Texting for Sales Prospecting

Did you know it took the US about seven years longer than Europe to catch onto texting? It gained momentum in Europe in 2001, and quickly became a popular alternative to calls. But in the US, text messaging didn’t take off until 2008. With the growing popularity of the smartphone, namely the iPhone, texting skyrocketed. Today, texting is the #1 used app on the smartphone worldwide. In fact, no one even thinks of it as an "app". It’s not a…

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February 21, 2017
Sales Management

The Average Salesperson Wastes 2 Hours a Day — Here’s Why

We’ve all experienced decision fatigue — when we’ve made so many decisions we can’t make one more. But we’re exhausting ourselves on the wrong decisions, namely, figuring out who to call. If we eliminate all those choices about who to call, we’ll be able to focus our thinking on more important tasks during the day. So how do you get that decision off your plate? First, you need a central place to store your previous contacts. Most people don’t have an easy…

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February 7, 2017
Management Tips

When Is the Right Time to Hire Your Next Salesperson?

You’ve hired your first salesperson, and business is going well. But you know the only way to grow your revenue is to find more prospects. And the best way to do that is hiring a salesperson. So is it time for you to make your next hire? Consider the Demand for A New Salesperson First, consider your supply and demand. If you have enough supply, then you need more demand. Maybe the demand just needs to be notified that you have…

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January 24, 2017
Sales Tips

3 Keys for Keeping Sales Leads Fresh With a Sales Tracking App

I’m a multi-tasker. And because of that, I love Audible — I can listen to a book while doing just about anything. But recently, there was one book I was ready to read that wasn’t on Audible, so I picked up the hard copy. I hadn’t finished page one before I got distracted! Why? My attention span is short. But it’s not just me — it’s all of us. Now, in our instant gratification culture, even a goldfish has a…

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January 10, 2017