A surprisingly high number of sales people aren’t well prepared when they attend job interviews, perhaps because they don’t do it that often, but when you see one who makes a great presentation, it should give you some insight into how they will prepare for customer meetings. While this is not always the case –
I ran across this great post What Really Motivates Sales People. The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in motivating sales reps. He also shares comments from members of his LinkedIn group. The bottom line from his perspective is that
Geoffrey James at the Sales Machine recently interviewed Michael Dell and posted his interview. I have included some of the most interesting comments from Dell. On Competition: “Sometimes it’s a battle, but sometimes we’re clearly working with a number of companies to grow an industry. I think the leading companies tend to be able to
Sales leaders are always looking to promote talent on their teams strategically. So, what makes a representative stand out to them? And how can you position yourself for a promotion negotiation your boss can’t say no to? Here are the four steps to promotion negotiation prep that we recommend: #1 Prove That Your Value is
What’s the easiest way to lose half a million dollars by the time you’re 60? By never proactively negotiating your salary as a sales professional. Decide on a salary negotiation strategy as soon as you begin your job search. Avoiding negotiations could keep you working about eight years longer to make the same amount as
Today’s buyers are overwhelmed with too much information — delaying purchasing decisions and resulting in lost sales. In order to compensate, several sales professionals are either over-accommodating or creating high pressure which alienates prospects in the process. So, how does a salesperson meet sales targets while satisfying the customer’s desire for a heartfelt, authentic sales approach? Shari
Most people don’t like to hear other people say “no,” but in sales it happens all the time. Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! Insensitivity to rejection is one of the most critical attributes of highly successful sales reps. To continue reading this post, click here >>
One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is
Most companies have a good understanding of their ideal client, behaviors and buying patterns, but few differentiate between male and female buyers. There are mountains of studies that show that women and men think differently on a variety of different topics, so it stands to reason that they buy differently, so why don’t more companies
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