Sales Management / Sales Tips

A Sales Lead Management Process You Can Count On

Want a more profitable business? (Dumb question. Of course you do.) Whether you've been around for a while or are just starting up, every smart business owner wants to increase their sales. So what’s your lead tracking process? Too often, a quality system for tracking leads falls through the cracks — and so do potential customers. It’s tempting to take each lead individually and patchwork your responses based on what’s worked in the past. But that’s not the most effective…

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August 8, 2017
Sales Tips

Field Sales 101: Follow These 10 Solid Tips for Success

If you’re new to field sales, there’s no sense wasting time. You have people to see and sales to make. But there’s a learning curve. Being a field sales representative is tough work. You’re out of the office more than you’re in it — meeting people, building relationships, and trying to remember who said what so you know how to follow up. So, as you navigate the obstacles, try these 10 tips and tools to take your field sales to…

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August 1, 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 Tips

5 Ways Salespeople Ruin a First Impression

A good first impression is timeless. And in a highly competitive industry, it’s invaluable. In just the first 7 seconds of interaction, people start to form their opinion of you. They evaluate your status, authority, approachability, competence, confidence, and likeability faster than you can make a proper introduction. From a study that proves a connection between personality and appearance, we learn that even something as superficial as the way you look says a lot about who you are. So, if…

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March 14, 2017
Sales Tips

How to Get High-Quality Sales Referrals

Every day, there are more than 2.4 million brand-related conversations in the US. Are people talking about your company? Referrals transform a business from operable to booming. In fact, 65% of new business comes from referrals. As you increase your referrals, you increase your profit. Sure, referrals are hard to track, but they’re worth the work. If you can master the art of referrals, your company will go from zero to 100 much quicker. Here’s how a lucrative referral process…

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October 11, 2016
Sales Tips

9 (Stupid) Phrases That Can Sabotage a Sale

We’re told in simple terms and lengthy quotes that words carry the authority to influence others, often much more than intended. But what about sales? Does the way you say something make a difference? Of course it does. The problem is we fall into the ruts of using the same sales phrases pitch after pitch. And often, the phrases we use the most are the ones that sabotage our sales. If your numbers aren’t as high as you think they…

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May 17, 2016
Management Tips

How to Save 10+ Hours a Week on Manual Sales Reporting

Hours a week? Sounds crazy, right? But your sales team spends countless hours each week just reporting what they did. We added up some real-time numbers to see how much time you can realistically save with automated reporting. The Salesperson’s Time On a typical day, a salesperson spends about 20 minutes manually entering reports. That’s 100 minutes per week per employee. Multiply that by 52 weeks a year, and you’ve got 86 hours (more than 2 weeks) each employee wastes…

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April 5, 2016
Sales Tips

The 5 Elements Every Elevator Pitch Should Include

You never know when you’ll get a small window of time to talk to a prospect. Maybe you meet someone unexpectedly. What about when that cold call is about to hang up? In these cases, you need a sales elevator pitch in your back pocket. Plus, no one likes a long-winded salesperson. An elevator pitch offers a quick delivery for the opportunities that come out of nowhere. These 5 must-haves will help you shape a pitch that piques interest and leads…

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March 22, 2016
Sales Tips

What to Look for When Researching Prospects

We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways of qualifying prospects, you'll gain an edge when you make the pitch. Find Relationships As you look through LinkedIn or Facebook, find ways that you’re connected. If you’re in your prospect’s social circle, they are less likely to treat you negatively. Without connections, it’s easy…

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March 15, 2016