In a complex B2B sale, the salesperson’s job is to enhance and personalize the marketing message for the buyer. The salesperson is supposed to deliver the information from the company to the decision-maker in a way that effectively shows the product and company in the best light for that particular prospect. The easiest way to …
Without an effective sales manager, a sales team can fall apart. Despite what we might hope for, salespeople don’t necessarily preform at 100% just for their standard paycheck.
Salespeople are often told to “pitch” their products and services. This is ineffective because it leaves the prospect feeling like they were manipulated and ignored. Instead, the successful salesperson should use curiosity; curiosity is an emotion that encourages people to find out more about you or your company.
Read More Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota
Much has been written about how to find prospects on LinkedIn. There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. You should …
I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only …
The four salespeople are now 36 weeks before the PO from Glue Works. Who will be eliminated and why?
Read More 36 Weeks Before Glue Works, Inc. Purchase Order Case Study
This case study will help you to understand the Trapper selling methodology. This fictionalized case study is used throughout the book Eliminate Your Competition to explain the more difficult concepts.
In my recent interview with Brian Burns for his podcast, The Brutal Truth, I challenged salespeople to read more. We didn’t explore the content that salespeople should read, though, and this post will dig into that question. Self-development expert Brian Tracy tells us, “If you read only one book per month, that will put you into the top …