Crowd Source Selling and the Moments of Truth
Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. From the CFO who leverages
Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. From the CFO who leverages
Eighty percent of your competition won’t do these things, but if you will, you will smoke them in sales. In fact, you can become a Top 5% or even a Top 1% producer if
To increase the chance that you or your sales reps will achieve a goal they have set for themselves it is critical to have them commit their plan to paper, write it down! When
We’re all connected, folks. If you want to live a harmonious life with others, I strongly advise you to give of yourself, help whenever you can, as much as you can. Not only will
Buyers often seem to be on a different wavelength. Their decision making criteria have changed. For the price obsessed buyer you must calculate your value before you can communicate it. If you can’t communicate
There are other ways to set goals for other job functions, but sales goals are unique to sales people and need to be treated that way. Sales goals can be measured in amount sold,
Claws and fangs don’t make you a good hunter but rather knowing how to use them within the context of your prey does. I had a discussion with a colleague recently when he made
Companies that fail to implement an effective cross-selling program actually do a disservice to their customers and in effect, leave the backdoor open to their competitors. Progressive companies understand the power of cross-selling and
Being a good sales coach isn’t easy. You have to help your salespeople when the rejection overcomes them. You also need to let them know when they are doing a great job. Hopefully you
