How effective are voice mails? Many sales people struggle with the decision as to whether they should leave a voice mail message or not. In a consultative sales environment, once you have identified your ideal client profile and you have…
Consultative sales people don’t push features – they identify needs and create a solution that is of value to that particular prospect/client. Buyers working with committed consultative sales professionals will never feel “sold to”. They know they’ll have made a…
You might think that unless a CEO is involved in selling, sales coaching is something that is more important for his employees. In my experience, successful sales models only work if the CEO understands the process and embraces it. Why…
Facebook has been effective for B2C, but I have yet to see the value in a B2B environment. Blogging, Twitter and all the other micro-blogs are great for information sharing and thought leadership, but should we really put aside the…
Sales are one of the few disciplines where women (when successful) are equal to their male counterparts. In sales we are part of the group, we have a seat at the table, we don’t choose a chair in the back…
Usually, panic. And panic leads to more panic. When sales don’t happen, very often the CEO thinks s/he needs to step in. Then you have situations in which CEOs are doing the sales training, or CEOs being on first sales…
CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be informed and should certainly be invited…
