With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.
Tag: sales tips
My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity.
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.
On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.
The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
Have you ever taken the time to edit your sales emails before you click send? Not just reading it over once for spelling and grammatical errors. Rob Reinalda, writing for Ragan, says that if you’ve edited your message correctly, you’ll have cut at least a few sentences in half.
I think it is easy to see why someone who has the power to imagine, to be creative, to posit alternatives in a coherent way that others can understand, is going to be more influential than someone who cannot.
Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.
The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.
I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.