16
Aug

3 Hidden Sales Builders You (and Your Team) Need to Know

Top producers perform these “duties,” as they call them, to invest in the long-term success of their companies and their careers. We know that the very best salespeople are skilled at delivering value during the sales process. They know that’s fundamental to being a top producer. They know multiple ways to deliver value and how to use them effectively. We’ve identified 20 different

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24
Jul

Sales Are Down—Is Compensation to Blame?

Not necessarily—in fact, probably not. And neither is marketing. So, what is the likely cause? When a company’s sales fall short, sales managers and others—CEOs, presidents, owners, senior executives—often think first of the incentive program: Is it robust enough to be competitive? Next, they wonder whether marketing is generating poorly qualified leads: Are we opting for quantity instead of quality?

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14
Feb

Leveraging Time in Sales

What’s your number-one sales challenge? What obstacle, if you overcame it, would most help you increase sales? We ask that question when we survey participants before the first session of our consultative sales training course, FOCIS. The survey helps us understand how to tailor the course to the needs of any given company, class, or business developer. Specifically, the survey helps

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22
Jan

Vision, Sales Process Create New Customer Value

Brendan Kelly has become one of the most successful commercial/industrial tenant rep real estate brokers in the US. Yet his story, and that of his team, is not only about selling commercial real estate services successfully. It’s also about making higher value sales of any product or service in a business-to-business environment. And it illustrates how thinking differently about markets

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14
Nov

Where Do You Get Your New Business?

“Where do you get your new business?” is a question we’re asked a lot, especially since we teach business-to-business consultative selling skills and sales process development.  People expect us to have a good answer, and we do-“referrals.” Unfortunately, those same people usually aren’t satisfied with that answer alone. More often they’re surprised or even disappointed. They expect our answer to

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18
Oct

Scariest Sales Calls Ever!

“What is the worst sales call you have ever made, watched, or been subjected to?” A cringe-worthy question, to be sure, even scary this time of year. But it’s one worth spending a couple of uncomfortable minutes thinking about. OK . . . . Now, once you’ve zeroed in on the worst, or one of the worst, take a moment to

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21
Sep

Do You Uncover the Need Behind the Need?

In our experience, the very best salespeople–the 20 percent who outperform their colleagues significantly–have the ability to discover “root cause.” The root cause is the true problem a prospect needs to resolve. The remaining, and less successful, 80 percent can identify that problem only occasionally or not at all. And they usually don’t know how they did it. They tend to

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5
Jun

How ‘Flying Blind’ Can Lead to Better Prospecting

Typically, sales people love face-to-face meetings with prospective customers. But prospecting to get those meetings? Not so much. One way to avoid the obstacles that make reluctant prospecting all too common is to replace them with something more positive and powerful. Why are sales people so averse to prospecting? Well, common answers are fear of rejection, feeling “pushy” or “nosy,” or

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5
Jun

Do Your Salespeople ‘Live the Brand’?

A brand can be broadly defined as the “face a company shows to the world.” But it’s much more than that-or, at least, it can be. The question is how do you build and support a company brand to get the most out of it? There are many ways to build, adjust, and sustain a company’s brand. But they can

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5
Jun

Is Your Sales Team Ready for 2017?

Consider these questions about sales growth. Your answers can help you and your team make the most of 2017. Do you think you need to: Question #1 Find more opportunities to quote (more first meetings) or improve the success rate on opportunities you’re already working on? Question #2 Create more value for your prospects and customers, or improve the ability of

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