Sales Tips

Focus on the Sales Activities That Matter

Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email or writing up a proposal. But when you’re focusing on sales activities, you need to dedicate time to the activities that matter — even if you don’t like them. Real, Severe Commitment There’s a difference in scheduling time and severely committing to something. I’m working…

0 Comments
November 14, 2017
Sales Tips

Cold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear

Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now.But what happens on cold calls? We get told no. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost?1. Understand That Rejection Is Better Than AvoidanceIn reality, what’s the worst thing that can happen on a cold call? They say no. So don’t sweat it. It’s not that bad. You probably…

0 Comments
October 24, 2017
Management Tips

Avoid These 4 Costly Mistakes When Hiring a Sales Team

It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible.After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll transform into an awesome salesperson. So who are those rare jewels… and how can they start working for you?Where to Find the Best SalespeopleWhen it’s time to hire sales associates, where…

0 Comments
October 3, 2017
Sales Tips

Why Questions Matter When Qualifying Your Sales Leads

In the early '80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told her what the client needed, she told the customer, and they’d buy. Obviously, the company loved her, so they sent her to school to learn more about the interworking of the mainframes. After six months of intense training, she knew everything there was to know…

0 Comments
September 19, 2017
Sales Management

3 Ways to Increase Sales Without Hiring a New Salesperson

Improving your sales team comes at a cost. But what if you could pay for it in time you’re spending elsewhere rather than the actual price of hiring a new salesperson? An increase in sales productivity doesn’t have to mean hiring another person — sometimes it just means using the team you have more efficiently. So what do productive sales teams do? Collectively, they increase their market share. You want your business to gain as much of the market share…

0 Comments
September 12, 2017
Sales Management

How to Close More Deals by Mapping Your Sales Process

Most builders live by the rule “Measure twice. Cut once.” Sure, it takes more work on the front end, but it saves time, money, and frustration for the overall project. It wastes less material and gets better final results. But most builders probably learned this rule the hard way. Early on, they skipped those extra measurements and ended up with something that didn’t line up. Then they had to backtrack until they found the wrongly measured piece. In the end,…

0 Comments
August 29, 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…

0 Comments
August 1, 2017
Sales Tips

3 Characteristics of Successful Salespeople

Salespeople come in all forms. Some are pushy. Some play hard to get. Either way, the best in sales have a charisma that seems to come naturally. They connect with prospects, gain trust quickly, and can find conversation points with anyone. Yet sales require more than charm. There’s a difference in being a charismatic person and a top salesperson. Whether you were born charming or not, success in sales means capitalizing on the skills you have. Think of your natural…

0 Comments
February 25, 2016