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 ways to “get in the door.” […]
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 to help you grow your business. […]
The year 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 Go through all of the […]
Have you begun your 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 my last blog post we talked […]
It’s the beginning of the 4th quarter and the perfect time to put your plan in place for next year. It may seem early but it’s important to do this planning now based on what you’ve learned about successes and losses this past year. As you […]
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? How do they make decisions to […]
As you reflect back on last year, 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 for the coming year? Now is the time to commit to a plan […]
The way in which prospects and customers want to deal with sales people has changed dramatically over the past several years. Some of you may recall the days of relationship selling, needs-based selling, question-based selling, followed by selling to address your clients’ companies’ goals. All of […]
