Traits of Top Salespeople

"Top salespeople are assertive: they are not afraid to ask for the sale or address concerns."

There Is No Single Decision Maker In Enterprise Sales

There Is No Single Decision Maker In Enterprise Sales

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Top leaders at your prospects do not make decisions in a vacuum. While there are cases where the executive overrode the team and made a decision that everyone hated, most of the time, the boss tries to build consensus in the group. If a highly respected person in the department doesn’t like a purchase, it is infrequent that the leader goes against that advice. If you want the top person to decide in your favor, you first need to get that highly respected person to decide in your favor.

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Too much event-based selling hurts your ability to close

Too much event-based selling hurts your ability to close

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Too often, a salesperson will try to “make something happen” by offering to do another event. Maybe that event is a “lunch and learn” for more people. Or perhaps that event is mini-demo of an individual feature not adequately explored in the original demo. If the prospect requests those new events, then, by all means, qualify them and do them to educate your prospect. But if you propose those new events as the salesperson, you may have a problem.

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Don’t Send Your Prospect Your Sales Presentation

Don’t Send Your Prospect Your Sales Presentation

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Almost daily, you are presenting to your prospects from one of your favorite presentation decks. The ubiquitous question at the end of the presentation is, “Can you send me your deck?” Don’t do it. While you should say that you will be sending the deck, you shouldn’t do it. Few things are so poorly understood …

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Do You Send Your Recruits YOUR Resume?

Do You Send Your Recruits YOUR Resume?

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The candidate wants to know about you as the sales leader. Have you been personally successful? What kind of things are you going to teach a new salesperson? How are you going to help that new salesperson be successful? Your personal resume is a great selling tool during the recruiting process. Use it to convince the person that you want to join you and make your company a success.

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10 Things Sales Managers Should Know About Performance

10 Things Sales Managers Should Know About Performance

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The following are key statistics every smart sales manager should know. The source of the following data is TAS Group which is now Altify, part of Upland Software.

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Are You A Salesperson For The Money?

Are You A Salesperson For The Money?

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Hopefully, you are in sales because you have the drive to provide for yourself and your family with the wealth that few other careers offer. Successful salespeople are among the highest-paid people in the community. While doctors and lawyers may get all the accolades and envious discussions, a successful salesperson can often generate more personal wealth than nearly every other profession.

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Give Yourself A Trophy For Big Wins

Give Yourself A Trophy For Big Wins

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I was recently interviewed by Colin Stewart on his podcast “Predictable Revenue.” It was an enjoyable experience for me as Colin is a great interviewer with a lot of experience in B2B Sales. In that podcast, Colin asked me about intermediate rewards during the course of the business year. I gave some examples of how …

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Salespeople Affect The Decision-Making Process Of Their Prospects

Salespeople Affect The Decision-Making Process Of Their Prospects

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I was recently interviewed by Colin Stewart of Predictable Revenue in his podcast. I have posted links to that podcast as well as the transcript. During that interview, I made the point that sales is nothing more than affecting decisions. I contend that it is the job of a salesperson to influence the decisions of …

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