Creativity is a very important skill to hone during your sales career. Not only will you need to capture the attention of your prospective clients, but also their hearts as that would help them act on your proposal. Simply said, creative thinking is the ability to think in new and original ways. For prospecting clients, […]
Read moreEver heard of the idea of reverse selling? Membership clubs employ a great selling technique that you should learn. Reverse selling is essentially getting your customers to sell you on buying your products and services. Instead of you constantly straining to drive the sale forward, you are instead creating an environment where the customer can […]
Read moreIt was 1996, and to give our young audiences some perspective, it was the year that Japan launched the DVD, Atlanta held the summer Olympics, and the Number 1 song topping the Billboard 100 singles was Macarena. I was an aspiring banker back then and my job was to persuade clients to hand over their hard-earned […]
Read moreUnderstanding the buyer’s journey in detail is one of the crucial building blocks many sales leaders overlook (or skip entirely) when they are building out their sales process. Sales teams usually jump straight into selling and marketing their value propositions without ever taking the time to take a step back and understand what the buyer […]
Read more“70 to 90 percent of decisions not to repeat a purchase of anything are not about product or price. They are about some dimension of service.” –Barry Gibbons, former CEO, Burger King I think we can all agree that putting a face to a name is always helpful. Many have been the times I have […]
Read moreRegardless of how mature your company is, when you’re building a sales organization you will constantly be asking yourself this question over and over again: Who should I hire? This is a hard question to answer because there are an endless amount of factors, attributes and skills that define a successful sales rep. Furthermore, the […]
Read moreTribes have been around since the dawn of mankind. One of the basic human needs is the need for belonging. When you combine both of these elements, you have a premise for the community. If you attend networking or community events, you will notice that you are the unknown figure wandering the venue, either by […]
Read moreOf all the things salespeople face in their day to day work, rejection is one of the toughest pills to swallow. A great day can fall apart at the hand of rejection. You know the feeling. You head into your pitch feeling confident and determined, and you leave feeling beaten down, exhausted, and deflated. And […]
Read morePretend for a moment that you have just been placed in charge of a sales organization which is underperforming. What would you do? Since I have been in this position, I can tell you what we did in that instance. The answer revolves around four areas of assessment. These turnaround strategy steps will help you […]
Read moreBuilding relationships with customers and continuously connecting with them encourages faster growth. Everyone is aware of this. Why, then, are so many humans placing a lot of awareness on the acquisition and neglecting to preserve present day customers satisfied? Forget new business, keep your clients glad first! Creating and maintaining positive relationships with customers is […]
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