Seek early victories. In this early phase, your aim is to stamp your dominance on your territory. Do this by seeking early victory. You may achieve an early victory by resolving long-standing issues your competitors have failed to address, or co-opting a contact who has resisted … [Read more...]

Start easy. Don't try to crack the hardest nut first-don't go straight for your competitor's stronghold, try to provoke a decisive showdown, or focus efforts on the main contacts that support them. Instead, start from secure areas and work gradually outwards. Do this by extending … [Read more...]

Build trusted networks. Once you have settled into your territory, your next task is to build trusted networks. This is the true meaning of the phrase "hearts and minds," which comprises two separate components. "Hearts" means persuading people their best interests are served by … [Read more...]

Prepare for handover from Day One. Believe it or not, you won't personally deliver most of the value you and your company will create for the prospect or client. Your team members will need your corporate knowledge. Start handover folders and files from day one. These folders … [Read more...]

Avoid knee jerk responses to first impressions. Don't act rashly, get the facts first. Unless you have been on the spot and spent the time to fully understand the prospect or client's problems, don't present solutions. Make sure you understand the problems in the context of the … [Read more...]

The Golden Hour. You have been hired, been on-boarded, and if you are lucky, you have had some sales training. Now it is time to enter your territory and start your campaign. This is the golden hour. Mistakes made now will haunt you for the rest of your year, while early … [Read more...]

Have a game plan. The final preparation task is to develop a game plan: a mental picture of how you see the operation developing. You will be tempted to try to do this too early. But wait: as your knowledge improves, you will get a better idea of what needs to be done, and of … [Read more...]

Rank is nothing: talent is everything. Not everyone is good at sales. Many people don't understand the concepts, and many more who do can't execute it. It is difficult, and in a conventional company only a few people will master sales. Anyone can learn the basics and should be … [Read more...]

Train the squad leaders - then trust them. Sales is a sales manager's war, and often a single salespersons war. Battles are won or lost in moments; Whoever can bring power to bear in seconds, will win. The sales person in the prospect or client's office controls the fight. You … [Read more...]