Leads, Leads and More Leads We conducted some research to uncover the #1 desire of sales people. The item that appeared at the top of the list of almost every sales person, leads; more leads, better quality leads, and continual leads. Sometimes you have to [...]
Communicating into the 21st Century Most of the time we think of communication as the way we interact with our fellow human beings. When opportunities and activity becomes your focus, communications can take on a whole new meaning. Leverage ALL available lines of communication to ensure [...]
Striving to be two steps ahead
Growing Current Customers Sales Meeting Topic View this training session Exploiting the 80/20 rule A common business rule is 80% of your business comes from 20% of your customers. Existing customers and prospects you have had engagements with, are the ideal source to dramatically impact your revenue numbers. These opportunities are easier to reach [...]
Positioning Your Company, Products, Solutions and Yourself Weekly Sales Meeting Topic January 5, 2015 Watch the entire training video or listen to the podcast Positioning is one of the most important components to every sales or marketing effort, so if you want to guarantee your success, position early, position often, [...]
We have some questions to answer and some bloopers to show you. Sometimes you just need to try, try, and try again to get it right. Rick had that problem with the intro for the Q & A summary. It took a few takes (maybe 6), but he finally got it. Enjoy the outtakes and listen [...]
Opportunities that Fall Past their Due Date Weekly Sales Meeting Topic December 15, 2015 "Your big deal was supposed to close last week and your customer isn’t responding, now what do you do? There are only so many ways you can say, Did I win the business?” More Info and register for this meeting [...]
Qualifying Topic Spotlight – How Automation has Changed QUALIFYING. When I was first trained as a “professional salesperson” the primary rule of thumb regarding qualifying was the term, “MAN: Money, Authority, and Need.” The prospect had to have the “Money” and budget. Second, your contact had to have the “Authority” to make the decision, and [...]
Qualifying - Determining Opportunity Values Weekly Sales Meeting Topic December 1, 2015 Qualifying is one of the most important aspects to a successful sales career and much more than a customer informing you they have a need or a number you provide management. It’s about encompassing all the aspects and opportunities surrounding your customer’s [...]
Talking Turkey with Your Customers Weekly Sales Meeting Topic November 24, 2015 Taking your Customer Communications to the Next Level Effective communications is everything. Learn how to maximize all the available lines of communication, including social media, to ensure your customer never goes silent on you again. In this workshop we will examine verbal, [...]
