Effective Sales Leadership Of Your Trade Show Plan
If your sales team doesn’t head into trade shows with a specific plan for maximum effectiveness you could be wasting time and money. […]
Coach People. Manage Objects.
Make the switch from focusing on managing your salespeople to coaching them. You’ll be more effective and they’ll be more successful. […]
Let the Client Drop the First F-bomb
Salespeople must establish trust and gain respect with prospects and clients and they can do this by mirroring language the prospect or client used. […]
Did the Dog Eat Your Salesperson’s Paper?
Get your salespeople to take responsibility by following this action plan to eliminate excuses. […]
How Sales Effectiveness Can Solve the Security Industry’s Challenges
Read my recap of a recent security conference I attended. This will tell you how the security industry could benefit from improving sales effectiveness […]
For CEOs: What You Need to Know About Sales AND Marketing
What CEOs & Sales Managers need to know about the relationship between sales and marketing and how to make both components work for your business. […]
Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline
I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.
The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some […]
What Are the Elements of a Quality Sales Conversation?
Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.
The ability to lead a quality sales conversation as a salesperson is more difficult than it seems. More than that, the bar for a quality sales conversation today is very different from what it was five or 10 years ago.
The current environment requires reprogramming a large part of the sales concepts that have prevailed in recent decades.
During sales conversations in which a salesperson goes above and beyond what other salespeople might, prospects might say things like:
“I had not seen it from […]
Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline
I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.
The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some […]
How to Know if A Manager is Sabotaging Your Sales Transformation
Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.
When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.
A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.
What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit […]