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Category Archives: Sales Development
The Power of Listening: Unveiling Buyer Motives
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading
The Second Best Word you Can Hear is “No”
Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading
Posted in Attitude, Sales, Sales Development, Sales Management, Sales Training
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Is Your Strategic Plan Really Strategic?
Most organizations and sales departments have some type of Strategic Plan. Often is just a collection or group of projects or actions that may or may not have a positive impact on the future direction of the organization or department. It’s usually just … Continue reading
Posted in Business Challenges, Leadership, Sales Development
Tagged Leadership, Mangement, Sales, Sales Process
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WHEN WAS THE LAST TIME YOU DID A PERFORMANCE AUDIT OF YOUR SALES STAFF?
As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team: Who has “produced” sales in the past year (at least 90% of quota)? Who has not? … Continue reading
Scary sales data and ONE LEADERSHIP Approach to begin to help improve it: Kash Sales Brief
OWNERS, PRESIDENTS & SALES LEADERS, Recently, we’ve learned some alarming statistics about salespeople that we needed to share with you, the company Sales Leaders that are happening during this REMOTE selling environment: 34% of salespeople do not prospect consistently 90% … Continue reading
What happens to your business when the PPP money runs out?
Are you prepared, or are you behind in your business & sales structure re-positioning? Week 8 into the crisis. We all know the numbers, bad news and struggles repeated hourly on all the news outlets. We are in a crisis … Continue reading
Posted in Business Challenges, Sales, Sales Development
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Responses to the Top 3 Most Common Objections/Stalls during the Pandemic
To everyone that participated in our survey last, we want to thank you. We have taken your TOP 3 most common stalls/objections and created appropriate responses for each of the Top 3. The real reason to be able to handle these is to … Continue reading
Posted in Business Challenges, Sales, Sales Development, Sales Management, Sales Manager's Corner, Uncategorized
Tagged Objections, Sales
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Sales Managers: Are you a Performance Manager or a Manager of Under-performance: Tackling & Resolving Day to Day Challenges to achieve & “crush” Sales Quotas
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities? The Goal Directed Sales Person The question we need to know is “What are my people … Continue reading
Sales Champions Top 10 Characteristics
Sales Champions Top 10 Characteristics In today’s fast paced, time sensitive competitive sales world, key sales performers keep focused on what is important & what they can control-PERIOD. In our study of “Sales Champions” which we define as the TOP … Continue reading
Posted in Sales, Sales Development, Sales Training
Tagged Sales, Sales Development, Sales Management, Top 10
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Common Sense Prospecting, Selling & Business Building “tips” in This Economy
Common Sense Prospecting, Selling & Business Building “tips” in This Economy In a booming market, sales people have a tendency to chase the “easy” deals. They shy away from and won’t chase the tough stuff. In a tougher market, the … Continue reading
