No matter how long you have been selling, whether it's five years, ten years, or 25 years there is one step that can continuously be improved in your sales process, which will increase your chances of winning – Discovery. There is a distinction between good discovery and great discovery. Find out which you tend to do and how you can uncover more in your discovery calls.
Sales runs on relationships and communication. From the opening pitch to closing a deal, your sales team needs to communicate with their customers. What about with you or the team? Do you find it frustrating that your sales team is not speaking up during your meetings? Here are some ways to get your team engaged in meetings.
To be a successful salesperson, you need to know how to prospect. But with the ever-changing landscape of sales, it can be challenging to stay on top of the latest techniques. So, do salespeople still know how to prospect? Challenges in the Marketplace In today's market, more than ever, salespeople need superior skills to find […]
What is your success rate in finding good salespeople who meet goals and stick around for more than 2-3 years? The most common answer is about one out of every seven salespeople meet those criteria. Here’s how to increase that number and find a great salesperson. What's the Problem? One CEO reported that they had […]
Updated: November 2022 Hiring and training a new salesperson is costly. From the day they start, they are instantly a negative cash flow to you until they start producing. So, the instinct for most companies is to get that person selling as fast as they can. This is logical. However, the shortcuts companies take to […]
Organizational improvements are an ongoing process, and each organization has its own specific needs. Sales leaders have a direct impact on the CEO and the organization. Here are five ways the sales leader can better support your organization. Be Transparent About the Good and the Bad Sales leaders play a vital role in any organization. […]
The family business has many benefits, including long-term stability, strong communication, trust, loyalty, and a shared vision. But, like any company or organization, a family business can have some challenges. Here are some of the common challenges and how to fix them. What is a Family Business? A family business is an organization with one […]
The end of a relationship doesn't have to mean the end of a business partnership. Some family businesses can still get along and have a thriving business relationship after family members decide to go their separate ways personally. However, if one of you still has feelings for the other, or if your feelings toward each other are still complicated, the sales culture may be thrown off. Here is how to create a thriving sales culture in a family business.
The Ask/Do/Tell model is a tool designed with specific activities and goals for new salespeople to establish their level their authority with certain activities early on.With the tool, determine when the salesperson should: Ask permission before doing something. When they can just go ahead and Do something. When then when they can Tell you that […]
The market has changed dramatically over the last few years. With the adoption of video conferencing and people working from home, buyers are not engaging salespeople like they used to. As a result, many companies are rethinking how they structure their sales team to adapt to this new reality and maximize ROI of the group. […]
A good leader impresses you with their capacity. On the other hand, a great leader can impress you by helping you better see who you are. They make you feel good about yourself and help you realize the possibility within you. Successful leaders demonstrate five leadership qualities in their personal and professional lives, inspiring others to act and set a course for future success.
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