Share It’s true 2009 is proving to be a tough year for many companies and for many reps, this means lower close rates, smaller deals and possibly lower overall sales. But not all sales reps are created equal – here are four behaviors you need in order to be recession proof and succeed in this [...]
Share Jill Konrath, author of Selling to Big Companies, has developed a series of 2 minute video tips. There is some great stuff in here. Topics include: Selling to Large Companies: Avoid These Mistakes Sales: Why Big Corporations Need Small Corporations Selling to Large Companies: How to Keep Your Prospects Hot How to Keep Sales [...]
Share Tip# 1: Focus on your prospect/client’s needs. When discussing a product, a service, or a solution, present your offer in view of the prospect/client’s needs. Talk in terms that the client can relate to. Tip# 2: Deliver value before you ask for the business. If you have done your research, you know what matters [...]
Share Some trivia – the concept of a Unique Selling Point (USP) originated in the 1940′s and was a technique used in advertising campaigns that were widely successful in increasing sales of a product. A USP is intended to outline your most unique advantage over your competitors in a simple statement that a potential buyer [...]
Share We believe persistence is a critical contributor to success. In fact, Calvin Coolidge once said: “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not; the world is full [...]
Share Cold calling gets a bad rap. There is a common perception that success is more about who you know than what you know. This is true in sales and no one will deny the efficiency of calling into a target after an intro from a common contact or to be able to drop a [...]
Share In sales we talk a lot about selling to customer pain. Doing this well is critical to success in sales, but it isn’t always that simple. Sometimes the pain is not clear and sometimes, the one with the pain isn’t the customer. As entrepreneur and author, Wendy Kennedy points out, “All customers have pain [...]
Share Jeffrey Gitomer shares his advice on how to get your cold calls returned. I love this guy! Luckily most sales reps aren’t this creative. http://www.5min.com/Video/How-to-get-people-to-call-you-back-6594
Share Many thanks to Peggy McKee at PHC Consulting for guest blogging on our site with this great article on the phone techniques of top sellers. Phone etiquette. “Developing good telephone etiquette is extremely helpful to a career in medical device, clinical or research laboratory sales… how you sound in conversation as well as how [...]
Share I hear this from people. I am serious. Usually from more senior sales people as if they have graduated from the dirty side of selling. As far as I am concerned, if you are in any kind of sales role, you need to do cold calls. Granted some sales roles require full time account [...]
Twitter
Facebook