Management Tips

Time is Money: 4 Ways to Reduce Costs for Your Salespeople

Outside sales costs a pretty penny. With technology upgrades, transportation prices, and the cost of the actual sales team, expenses climb high. How can you save money in growing market? Simple: Save your time. These four practical approaches to economizing your time result in higher sales and a healthier organization. 1. Sell By Location Location-based selling is an easy way to maximize time, yet an often overlooked money-saving solution. When booking appointments, think in terms of location. Schedule your visits…

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October 20, 2015
Management Tips / Sales Tips

4 Tasks Your Salespeople Hate (And How to Automate Them)

Let’s be honest: If you’re a high performance sales person, you’re probably not going to do sales activity reports. You want to spend your time selling, not reporting about it. And if you haven't been productive, you’ll probably just make up the info so you don’t look bad. Managers, you expect your sales team to be out making sales, yet you can't inspect that with a weekly sales report. And you know there’s not much you can do to help…

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October 13, 2015
Management Tips / Sales Tips

7 Must-Have iPhone Apps For Salespeople

Your iPhone: the one piece of technology you always have with you on the job. No matter where life takes you, your iPhone lies within arms-reach. Why not equip this side-kick with a few more tools to make your job easier? Once you have these 7 apps, you won’t know how you worked without them. Dropbox Need easy access to your files? Dropbox ensures you have your files on the go. No matter where you are, you can quickly share…

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October 6, 2015
Management Tips / Sales Tips

Salespeople: Here Are 3 Ways To Save An Hour Per Day

If you were to analyze a typical salesperson’s day, what would you see? Most likely, you’d find them filling out paperwork repeatedly, making conference calls, meeting at specific times (in inconvenient locations), providing customer support for current clients, creating a list of prospects to call, and, let’s not forget, making sales. Sure, there’s value in some of these activities, but as a salesperson, are you really spending your time in the best ways possible? What if you could get some…

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September 22, 2015
Management Tips / Sales Tips

Social Media Mistakes Salespeople Don’t Know They’re Making

You decided to spend a little time on Facebook today… “networking.” After all, you’re in sales and this is one way to keep up with your clients and potentially make a sale. You sign in and see a friend request, which links you to a few others you want to connect with. You notice someone you haven’t heard from in years and decide to see what he’s up to. Several minutes pass, and it’s time to get back on track.…

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August 25, 2015
Sales Tips

How to Reverse Engineer Sales Referrals

2.4 million: the number of brand-related conversations in the US each day. The question: Are they talking about you? Referrals are the number one marketing tool for any company relying on new business. In fact, studies show that typically 65% of a company’s new business comes from referrals. Why? Customers trust their friends and family, at least in relation to product recommendations. These referred customers are then 4 times more likely to buy, 18% more loyal, and spend 13.2% more…

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August 11, 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
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
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