One of my long-term clients hired a sales person last year who was not able to book enough appointments to be successful in reaching her sales goal. When I asked my client, “What happened?” She replied, “She says she doesn’t … Read More
The toughest part of selling for most people is getting the new business you need to hit your sales goal. Cold calling, emailing, voicemails, LinkedIn requests, notecards/letters (does anyone send these out anymore?), networking, trade shows, etc. There are many … Read More
I love this phrase from Porter Gale in her book of the same title. Networking is an essential sales tool. Here are the best tips to keep in mind as you’re out there meeting new people who may be able … Read More
2014 is coming to a rapid close … that was fast! Here’s what you need to do now to ensure you have a strong close for the year. Focus on the 3 Ps: Previous Sales Pipeline Plan 1. Previous Sales … Read More
Have you begun your 2015 sales planning yet? You should have! It’s important that you think about your plan for success early so that you are ready to hit the ground running when the calendar turns over to another year. In … Read More
It’s the beginning of the 4th quarter and the perfect time to put your plan in place for 2015. It may seem early but it’s important to do this planning now based on what you’ve learned about successes and losses … Read More
To run an effective sales team you should know your own company’s sales process. That is, the steps it takes to go from finding an opportunity to closing and implementing a sale. But do you know your customer’s buying process? … Read More
As you reflect back on 2013, are you happy with your sales performance? Do you wish you had done better? Have you put a plan in place to achieve your sales goals in 2014? Now is the time to commit … Read More