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If the word agility makes you think of trapeze artists and gymnasts… you’re on the right track. What do they have that’s good for your business? Why should you cultivate similar capacities in your sales team? Because improved agility means…
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From CRM systems to training materials, sales tools are as unique as the individuals who use them. The journey to get the right sales tools in place starts with identifying the need for new sales tools, sourcing the right sales…
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New sales tools can bring huge advantages to sales teams: whether it’s reinvigorating their energy, streamlining their processes, or gaining an edge on the competition. But deploying sales tools is not a task to be taken on lightly: it can…
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You’ve consulted Part 1 of this guide and determined that your organization is in need of new sales tools. Now it’s time to source the right tools that will meet your needs. In this second section of our four-part guide,…
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Your sales engine – just like a real engine – can only run when the correct components are in place and functioning. In the sales world, sourcing and implementing the right sales tools is a key part of remaining competitive.…
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Just a few years ago, up to three quarters of all CRM initiatives failed. Today, CRM systems — when used correctly — are powerful tools that offer an incredible competitive advantage. Just some of the potential benefits of a CRM…
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Sales staff unsuccessful at the end of the year? The reason is almost always the same: they spent too much time on deals that didn’t close. As Lord Sugar’s trusted advisor Nick Hewer has reminded us in season after season…
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Everything starts off well; the key decision-makers are enthusiastic about your solution, and they’ve managed to convince the Board of its USP and value. Even better? It fits perfectly within their timescale. But then, an all-too-common problem: their budget has…
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As every producer knows, having great products is only part of the picture. To be competitive (and, ultimately, successful), you also need the right partnerships with distributors and retailers to position your items commercially so that customers will buy them…
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The best pitches are personal. Like a job applicant's resume, a sales pitch will go nowhere if it is a boilerplate carbon copy of previous pitches. The best pitches consider the specific needs and desires of the target business —…
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Capitalizing on potential opportunities depends on having the right sales process steps in place. A great sales process is well thought out, thoroughly documented, fully understood, and most importantly, actionable. As a long-term strategy, creating a sales process that’s repeatable—and…
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A few years ago, I was working for a tech company and we managed to pitch a huge sale to one of the world’s leading mobile companies. The problem? They wanted to roll out our product across the entirely corporation,…
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One thing that’s underemphasised in business is the importance of collaboration – not only between staff members, but also between departments within a company. As much as we may like to believe otherwise – after all, we’d all like to…
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When Apple was gearing up to launch its Watch, the tech giant developed a rigorous training program for retail employees. At its heart: upselling. If customers want the Watch, maybe they also want to upgrade their iPhone so it is…
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Selling to existing customers and clients makes sense. It is much less time and resource intensive than trying to convert new prospects, and you are far more likely to make the sale. How much more likely? Sixty to seventy percent,…
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Yes. All the time and effort, all the marketing collateral, presentations and pitches have paid off. The lead is now a customer; you have your buy-in, your agreement. But the close is not synonymous with the end. After sales support…
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You have forged a relationship with your prospect; you’ve discussed benefits and features and overcome objections. You have demonstrated, explained and discussed. You’ve inquired about the family and the golf game. You’ve done everything but get to “The Ask”. As…
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What is the biggest competitive challenge facing salespeople today? According to the Harvard Business Review, “it’s not so much the competition’s ability to sell as it is the customer’s ability to learn.” A shift in dynamics has empowered customers; as…
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Business referrals are among the highest-quality prospects available. Referrals are so valuable, in fact, that referral strategy experts earn their entire living by helping companies formulate plans to increase the number of business referrals they obtain. Salespeople can get quality…
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The tidal wave of technology that has swept the world over the last two decades has not introduced a single tool that is more direct, more intimate and more efficient than the good old-fashioned telephone. Although salespeople should absolutely take…
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For sales divisions in larger companies that have the luxury of working in conjunction with a marketing division, the process of qualifying in sales is a team effort. Standalone sales teams at smaller businesses, however, have to get creative in…
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There are three ingredients in successful sales hiring: knowing what to look for in a candidate, understanding exactly what future roles the new recruit will be required to fulfill, and developing a sales hiring process that identifies the right recruits.…
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Buyers in the digital age are better informed and more aware of their options than they've ever been. Modern salespeople have to answer difficult questions and ease legitimate concerns from well-informed customers throughout the sales process. Handling sales objections requires…
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There is an old adage in business that says the customer is always right. In some cases, however, the customer is not right for the business or the business is not right for the customer. It sounds counter-intuitive, but sometimes…
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Sales leaders often spend considerable time and effort crafting methods to better evaluate the performance of their sales teams — but they often overlook the importance of timing those evaluations. The content or methodology of periodic performance reviews can be…
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Forbes contributor Carmine Gallo writes that the best opening line for a sales pitch is, “I know you’ve scheduled an hour for this meeting, but I’ll only take 20 minutes.” Why? It demonstrates confidence, shows respect for your client’s time,…
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Time and time again, I’ve spoken to hiring managers who know they need to improve their training and onboarding processes, but have no idea where to begin. The best advice I can offer? Think like the military. Basic Sales Training:…
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Good communication skills are a salesperson's most valuable asset. The best salespeople can spark casual, organic conversations with customers, gather granular, seemingly irrelevant details, and then use those details to guide a buyer over a purchasing impasse. Don't Interrogate Customers,…
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Price is a determining factor in virtually every customer buying decision process. But it should never be the single objection that prevents a sale. To get past the roadblock of cost, the best salespeople identify their buyer's real purchasing needs…
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It has never been easier to conduct prospect research than it is today. The digital age has given everyone with a Wi-Fi connection access to the cumulative knowledge of the entire human race. In sales, information is power — and…
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Email revolutionized communication and ushered in the digital age — but it might just be the worst possible medium for following up a sales proposal. Email simply does not encourage the kind of back-and-forth dialogue that is needed to turn…
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Prospecting can be expensive, time consuming, frustrating and fruitless. But instead of viewing it as a necessary evil, a little research will make it rewarding and with a smile on your face it can even be fun! In an ideal…
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Some mistakes can't be un-made — especially when it comes to following up. Following up requires a salesperson to walk a delicate balance between being persistent and being annoying or overly aggressive. Countless speakers conduct seminars on what a salesperson…
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Nobody wants to be the one to announce to the board that the sales team only met 25 percent of the month's revenue forecast — again. In order to close the space between forecast projections and actual revenue, leaders must…
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Without a reliable formula for qualifying leads, businesses waste time and resources chasing prospects that were never in a position to buy in the first place. The cost of poor prospecting can crush a business, so it is critical to…
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The traits that make a successful closer are too numerous to list. But generally, the best closers don't "sell." They educate buyers and help them make fully informed decisions. From Salesman to Challenger: The Evolution of the Closer In years…
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It's good to have a maverick — as long as your maverick is a superstar. What no business can tolerate, however, is a sales team with 50 different people who do 50 different things in 50 different ways. The superstars…
