Management Tips / Sales Tips

3 Insights You’re Missing From Your Sales Reports

Sales reports: Everyone “should” do them but are they really that important? Are these reports worth the time they take from salespeople who could be selling rather than working on a spreadsheet? The short answer: Yes. These reports are vital to the health and success of a company as a whole. So, how can you make the most of your sales reporting without wasting your time? Why Create Sales Reports? Before you create your next sales report, understand who the report is…

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June 30, 2015
Sales Tips

3 Ways Sales Reps Can Maximize Time Between Meetings

After twenty five years of sales, I've noticed one thing: sales people do a terrible job of scheduling client meetings. They waste time scheduling back-to-back clients across town from each other or trying to get to meeting at peak traffic time, and lose valuable time in the process.Selling is all about time management, and being in the right place at the right time is key. The salespeople who are on top every month are doing so much prospecting they accidentally…

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June 9, 2015
Management Tips

Sales Call Tracking Software – The Instant Replay of Sales

It would be very difficult for an NFL coach to improve his team’s performance without taping the game and using instant replay. The same is true for sales managers. It’s impossible to track high-quality, high-yield sales activities without the right applications.Here are 5 ways sales call tracking software can help managers and sales teams increase sales.1. Improve Call QualityI’ve seen many salespeople with a high volume of activity and a decent amount of sales, who also lack quality in their cold calling.…

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May 26, 2015
Sales Tips

3 Effective Ways to Nurture B2B Sales Leads

Staying on a prospect's radar can be tough for salespeople. People change jobs more often now, and that means they switch from being leads, gatekeepers, buyers, or decision makers. Salespeople often don't even know who their leads are or if they have the power to make decisions.That's where B2B lead nurturing comes in. But it's not a one-size-fits-all thing. It's about giving the right info to the right person at the right time.Lead nurturing involves both sales and marketing. Marketing…

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May 12, 2015
Management Tips

The First 5 Seconds: The Secret to Providing Better Customer Service

Because live customer service doesn’t go viral the way social media interaction can, companies often overlook the importance of call response. But the first five seconds can make or break a customer’s impressions of your company.If I call ten different 800 numbers and reach ten different customer representatives, I’ll have ten different customer experiences. And each of my impressions will be created in the first few seconds of the call.How good is your team at customer service? Here are my…

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April 28, 2015
Sales Tips

How Cold Showers Help Cold Calls

Got cold feet about your next round of cold calls? You’re not alone. Call reluctance can happen to any salesperson, whether you’ve been on the job for two weeks or two decades.Cold call anxiety is inconvenient, but it’s not permanent. According to YouTube channel “The Art of Manliness,” your call reluctance is nothing a cold shower can’t fix.Take a look:Cold showers have benefits men have known about for centuries. The ancient Greeks, Romans, and Russians all bathed in cold water…

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April 16, 2015
Management Tips / Sales Tips

5 Ways to Quickly Qualify Prospects

Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company's long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of the market you serve. For example, an auto parts manufacturer might want to focus on marketing to larger car dealers that would purchase a large volume…

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March 31, 2015
Sales Tips

No More No-Shows: 4 Tips for Confirming Sales Appointments

Do your sales appointments often turn into phone meetings, re-schedules or even cancellations? It may be time to make how and when you confirm appointments a sales tool instead of a sales hurdle. Timing really IS everything. This is especially true when it comes to confirming appointments. All too often, a confirmation call turns into a quick phone meeting or a cancellation instead of an effective face-to-face appointment. The trick is to make sure your prospect is ready for you,…

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February 17, 2015
Management Tips / Sales Tips

What Sales & Marketing Teams Can Learn From The Air Force

For as long as businesses have been marketing and selling, the sales and marketing departments have been at odds. The struggle for power and recognition is ongoing and completely counterproductive, and sometimes an outright battle. But it doesn’t have to be that way. Ideally, marketing and sales teams would support each other’s role in making the company successful. They would share responsibilities and work together to increase traffic, generate leads, and convert sales. Let’s imagine for a minute that the…

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February 10, 2015
Management Tips

Hiring Tips For The Salesperson Interview Process

Finding good salespeople is a difficult task. Finding good salespeople without a specific goal in mind is almost impossible.Before you can hire the right salesperson, you have to know what you’re looking for. Don’t waste time hiring the wrong person because of a lack of direction. You need a target. Then, when you do hire someone, you can confidently spend resources on training and ensure a return on investment.Which kind of salesperson do you need?You know you need a target,…

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February 3, 2015