5 Step Sales Call Planning For Your Best Sales Week The average salesperson only spends about 25 – 30 percent of his/her work week actually talking with prospects and customers. Sales Activity Orientation Is A Strength And A Weakness Most…
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked, and trusted. Look at your last…
Sellers need individual business plans because personal performance planning fosters quota and territory ownership, accelerates the adoption of best practices, and builds a foundation for sales productivity accountability. It is surprising how few sales organizations ask their people to draft…
Not all decision makers go on vacation the same week, nor do the influencers. Sales cycles are no strangers to cyclicality and seasonal swings. “Summer shutdowns”, retooling, Christmas, and of course summer. There is no denying that summer brings a…
Effective deciding and doing starts with a pre-determined course of action, or what some call strategic planning. There is a short little story about four little frogs sitting on a log. One decides to jump off, how many are left?…
The way you pose the question is hampering you and preventing any likelihood of finding the right answer. It’s time to reframe your thinking. Selling isn’t easy. Every seller has that one problem or question, the answer to which has…
Choice in goal setting is about truly owning the goal as our own. SMART goals have been with SMB sales professionals and owners for over 50 years. Yet, how many executive leaders and salespeople consistently fail to achieve both professional…
When you convince yourself that you are so busy, you won’t focus on the most important task at hand, such as working on your business growth action plan. Is the thought “I’m so busy” killing your sales? If you think not,…
Small business owners and entrepreneurs face the challenge of balancing sales against marketing every day of the week. Do you have cycles in your business when sales are incredibly good? You are so busy, you just cannot take care of all…
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. She had just finished conducting sales…
"I'm not sure if I have the right people and I am not sure if they're doing the right things.” — Every Leader I've heard this from countless CEO's, Sales Leaders, and Business Owners over the past ten years. Part of…
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know a landscape well. His ill-fated fourth…