If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?
Category: Managing Accounts
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
If you had to guess, how many sales reps missed their quotas last year? The answer may surprise you.
Is your mental image of the sales funnel one that is overflowing with new accounts? It’s nice to imagine that all of the business you’ll close this year will be new.
A new year is coming soon, and with it, new sales opportunities. A recent infographic revealed what B2B sellers need to focus on to make it big in 2019.
Breakup emails are a final call-to-action that shows you have noticed the client’s silence and are going to respond appropriately. This is the make-or-break. How will they respond?
Feel like you’re missing your sales mojo? Don’t panic; you have the power to pull yourself out of a sales slump and emerge with confidence.
If airline pilots miss any single step of their pre-flight process, they’ve put themselves and their passengers at risk. Your typical sales process isn’t usually a life or death matter, but you’ll have a greater chance of success if you use a checklist.
In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.
If you are using final weeks of each quarter to hastily make deals, you might want to reconsider. You could end up costing your company more than you’re winning.