A good part of the value you create for your prospective clients happens through the discovery work you do together. Making your number only happens if you help your prospective client improve their business. If you don’t know what their business really needs, you massively reduce your chances of...
You are not going to win deals without helping your clients develop consensus within their own teams. This is one of the major changes to how we sell, and there are five factors to succeed. Let’s look at all five and how you can get to consensus.
There is no longer a single...
It’s time to start thinking about—and acting on—next year. Here are some resolutions you might want to make to make 2014 your best year ever.
Resolve to avoid shiny objects, shortcuts, tips, and tricks that are fronted under the guise of getting you quick results without effort. The only...
2014 is approaching and no matter what else makes it onto your agenda, make sure these six initiatives sit front and center next year.
1. New Client Acquisition
A sales manager has many responsibilities. Your company is going to make great demands of you, especially when it comes to your time. But...
As the end of the year approaches, a lot of people are going to tell you what you should start doing to make your number in 2014. However, taking a moment to think about sales habits you should stop in the coming year can be just as effective, if not more, in helping you make your...
Selling on discount is not the way to go. Why is this? Because nickle and diming with your prospective clients to win business over your competitors will do nothing to reinforce the value of your product or service. What it will likely do is make a sale for you until the customer finds someone...
Oh, so you've already heard the part where the sale manager is no longer an individual contributor? Well, it’s true, but that truth doesn't give you much guidance on what you are supposed to be doing, does it?
Have no fear. Here's some help on how you can rock your first job as...
One of the primary drivers of a
sales manager’s results is the quality of the team they field. Hiring is
difficult, but it’s even more difficult to hire salespeople. These ten
questions will help you decide whether or not to hire the candidate sitting in
front of you.
do you open new...
of the greatest challenges for salespeople is (and always will be) gaining
the first meeting with a prospect. These seven ideas will make it easier for
you to gain the ever-important first meeting with your dream client.
1. The goal of the first
contact is an appointment, one that you...