There are four best practices that you can implement now to improve the way you manage your sales (or business development) activity: Measure activity. Measure results. Hold your team (or yourself) accountable Set up a pipeline and monitor it Prepare … Read More
In our continuing Sauga 960 radio interview series, we examine the world of sales and how to get set up for success. Sales 101! Part 2 Your Business, presented by David Wojcik, understands business. As the CEO/President of the Mississauga Board … Read More
As summer approaches many of us begin to worry about the impending slowdown that we may experience in our businesses. I’ve got a few tips to keep you on track: 1. On Monday morning write down three goals that you would like to … Read More
Has this ever happened to you? In this era of constantly striving to improve our productivity, as sales people we are continuously making decisions as to which activities we should do now, do later, delegate or simply never do. However, … Read More
In leading a sales team, your overriding goal is to enable the success of your sales people. And success for each of them will be different. So always be thinking of ways you can help them thrive – that is, … Read More
Make the time Time for prospecting is the biggest challenge that sales reps say they face…but is it a reality? Sales people admit that after taking care of existing customers, having meetings, completing proposals, and everything else that takes up … Read More
Get a Next Step One of the most important objectives of every sales call is to book a next step with your prospect, if the two of you determine that you’d like to continue the discussion to potentially work together. … Read More
Those of you who have been following my 5-part series on how to conduct a really great first sales call with a prospect, know that the skill and success lies in leading a meeting that is all about your prospect’s business. … Read More
During a first meeting with a prospect if all goes well, and you follow the process we’ve outlined in these articles, you will learn a lot of information that is important to your prospect and his/her company. At various points … Read More
In our last article, we discussed the importance of a strong opening to a professional sales call. Now we will talk about what comes next: the discovery or investigative part of the meeting. I call first meetings “high impact conversations” … Read More