What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.
Category: Managing Accounts
What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?
As an account manager, are you wondering where your responsibilities begin and end? The job duties are slightly different from one organization to the next.
Are you doing everything you can to successfully manage your accounts? Great account management can be hard to visualize, especially if you’re trying to differentiate yourself from the customer service reps in your organization..
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?
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.