Sales opportunities don’t present themselves to reps often enough. When they do come around, don’t let them slip away before you’ve even had the chance to start selling.
Archive for the ‘sales’ Category
Any good reasons not to follow through on sales opportunities?
Posted in Prospecting, Trade Show Marketing, tagged prospecting, sales management, trade shows on December 27, 2009 | Leave a Comment »
Maximize your sales opportunities with up-selling, cross-selling techniques
Posted in selling skills, tagged selling skills on December 24, 2009 | 1 Comment »
When combined with a professional consultative approach, in which questioning, listening, and problem solving skills are applied, up-selling is highly effective. Sales associates and their companies get more profit and customers get more cool stuff!
If you’re in sales, sell.
Posted in sales, sales management, selling skills, tagged consultative selling, sales reps on December 22, 2009 | Leave a Comment »
If you have the words “sales representative, account manager, or account executive” in your title, then sell, represent your products with pride, and manage your accounts. Your company and your customers expect it of you.
Develop a compelling, vaue-based talk track for your cold calls
Posted in sales, tagged cold calling, prospecting, sales on December 19, 2009 | Leave a Comment »
B2B cold calling isn’t as common as it used to be, which is a big reason why skilled, ambitious professional sales reps should be doing more of it. Here are a few starting points to help you perfect this prospecting technique.
What tools do you provide an independent sales rep?
Posted in sales management, tagged sales reps, sales tools on December 18, 2009 | Leave a Comment »
If you use independent contractors as your sales reps, you have little control over their actions and methods in the field. A major risk in this arrangement is that the rep may not invest the necessary time/effort to become properly trained and knowledgeable of your company and product line. If that’s the case, you need [...]
What steps can recruiting managers take to select the right candidate for a sales position?
Posted in sales management, tagged general management, hiring, interviewing, recruiting, sales on December 18, 2009 | Leave a Comment »
Good sales managers use a variety of methods for identifying and selecting high-quality candidates for sales positions. Here are a few…
7 tips for successfully hosting your company’s sales kickoff meeting
Posted in sales management, tagged employees, kickoff, meetings, sales on December 16, 2009 | Leave a Comment »
Hosting your company’s sales conference can be a difficult task: meetings are generally very expensive, inconvenient, disruptive, and temporarily counter-productive in hopes of increasing productivity over the longer term. How effective your conference will be is determined by how well you plan for it. Here are seven rules for success.
Nurture your prospects through their buying cycle (not your selling cycle)
Posted in sales on November 26, 2009 | Leave a Comment »
Not everyone is ready to buy when the rep makes the first call. Just because the answer is no at first, the opportunity isn’t dead forever. Keep nurturing the prospect on his terms at his buying pace. Eventually, if your product’s value matches his needs, he will buy.
Why Do Sales Reps Fear Cold Calling?
Posted in sales on November 25, 2009 | Leave a Comment »
People fear cold calling for two reasons: fear and expectation. But by following these four steps, you will actually have fun cold calling, you will get better at it, and you may actually look forward to doing it.”
