The Sales Blog
This note comes in today's mailbag: James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills and competency and experience to … [Read more...]
Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to building and sustaining a high performing sales force. A Prospecting Plan that Opens Opportunities: It’s one thing to expect your salespeople to … [Read more...]
All problems are really people problems. To make the case that all problems are people problems, let’s tackle the biggest people problem first. Let’s say a company’s overall strategy is broken. Well, that doesn’t sound like a people problem at all, does it? But it is a … [Read more...]
Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that … [Read more...]
You must upsell your clients. Upselling your clients isn’t about producing more revenue for you and your company, although it will certainly produce that outcome. Upselling your clients isn’t about improving your profit margins, even though it will absolutely make you and … [Read more...]
Do you look for a job in sales the same way that you sell? Do you make one attempt by sending your resume and never follow up? Do you assume that because the advertisement for the position has an email address that you are limited to communicating by email? Is there some reason … [Read more...]
You don’t always need access to the highest levels of your dream client to make a deal. You don’t necessarily need access to the C-Suite to find the authority you need to win. But you do need the “CEO of the problem.” The title “CEO of the problem” isn’t a real … [Read more...]
It’s okay to want a deal. It’s not okay to need a deal. If you need a deal, then you won’t qualify your prospective client. You’ll choose something less than your dream client, the prospective client for whom you can create breath-taking, earth-shattering, jaw-dropping … [Read more...]
Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?" How to Hire Great Sales Managers Hiring well is an art form. If hiring is easy, you’re doing it wrong. If … [Read more...]
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