Most of us tend to open our calls – cold calls, prospecting calls and follow-up calls alike – with statements that create resistance, instead of creating a relationship. As salespeople, we have between 4 and 30
There are three aspects to a customer relationship that lends itself to strong customer loyalty. Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
They key here is to make it easy: ask questions that would form the basis of a testimonial, write it up on the customer’s behalf and send it to them for their quick approval.
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews.
There is Absolutely no Substitute for a Positive First Impression With Prospects Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed
