Are you having a bit of trouble establishing authority with your sales prospects? Being knowledgeable about your product or service is the first step in establishing your authority with a prospect. But there's more you need to accomplish.

Selling to many smaller clients can be time consuming and their needs are often complex and nuanced. So, how can you make it big selling to smaller companies?

Sales qualification is the ultimate goal of your discovery calls. It’s when you determine if the lead can actually use your product or service or if continuing to reach out to them would be a waste of time. But qualifying a lead can be easier said than done.

Are you ready to hire a high sales performer? Maybe you’re asking around to see how other sales managers have been able to bring a high sales performer into their organization. 

Selling by video is a technique that came to the forefront of sales strategies in 2020. As more offices shift back to in-​person selling, others are continuing remote selling or a hybrid of both. The COVID-​19 impact on using video selling will be long-​lasting, and reps should continue to hone these skills even if they do start back to in-​person meetings. 

It was mid-​career; I was feeling complacent but bored and knew nothing about the 4 skills needed to become a sales manager. I sought advice from my then-​VP of sales on what I would need to be a sales manager.

How healthy is your pipeline? While you may be quick to defend it, there’s a chance that it’s not as efficient as it could be. If you find that many leads aren’t closing, your pipeline could be part of the issue. 

Chances are, your product or service isn’t for everyone. It’s not a one-​size-​fits-​all solution that can work for anyone in any industry. So, why are you acting as if that’s what your product is?

Revenue, performance and forecasting accuracy are three key sales parameters that show the benefits of the standardized sales process.

If you’re not organized, the service you provide for your clients and prospects is bound to drop dramatically in quality. Your clients and prospects are expecting you to take care of them if they agree to do business with you. How can they expect you to take care of their needs when you can’t even handle your own day-​to-​day responsibilities?