In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase. In other words, simple sales talk is no longer going […]
Read moreLook at any job description for an inside salesperson and there is something very important missing. “Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Sales representatives might work to find new sales leads, through business directories, client referrals, etc. Inside sales reps are friendly, […]
Read moreAngela Duckworth, author to “Grit: The Power of Passion and Perseverance”, says grit is passion and sustained persistence applied toward long-term achievement, with no particular concern for rewards or recognition along the way. Resilience, ambition and self-control are the ingredients to grit. During 15 years of sales experience, I have concluded too much time is […]
Read more“Make the customer’s problem your problem”. – Shep Hyken I had only been with the organization for a few months but my antennae had already picked up on something disturbing. We had a Superstar salesperson who was bringing in about $200,000 per month in high margin revenue. So what’s the problem? Why would I be […]
Read morePhoto by Riccardo Annandale on Unsplash In a world where the majority of people have become salespeople, it takes more than a title to be a sales leader, especially a visionary one. And no, multiple years of experience selling does not cut it. Neither does marshalling the operations of a sales team. Visionary sales leaders […]
Read more“Value is not determined by those who set the price. Value is determined by those who choose to pay it”. – Simon Sinek Baby boomers, Gen-X, and Gen-Z are just some of the names given to groups born during a given time frame. Another such group is called Millennials. These people were born between 1980 […]
Read morePain is a powerful motivator. It drives people to do anything in their power to stop it. Now. It’s very good to understand this while framing your product for sale because in some cases you need your potential customer to view it as a painkiller rather than a vitamin. It comes as no surprise that […]
Read more“Let us never negotiate out of fear. But let us never fear to negotiate”. – John F. Kennedy I have been a parent for many years now. One of the things I have discovered during this portion of my life is that teaching kids how to advocate and negotiate for themselves is a key life […]
Read moreIn Lewis Carroll’s book Alice’s Adventures in Wonderland, Alice asks the Cheshire Cat which way she should go. He tells her it depends on where she’s going. “I don’t much care where,” Alice said. “Then it doesn’t matter which way you go,” said the Cat. Sometimes you find that people set up websites for their […]
Read more5 Key Areas To Challenge Your Sales Reps In Order To Drive Growth The true nature of sales leadership involves being able to challenge your team openly and responsibly. You owe it to them and your company to be the type of leader that’s not afraid to hold your team accountable. From a culture prospective, […]
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