Have you noticed no one brings you problems today?
Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!
Have you noticed no one brings you problems today? MORE »
Sales Management Articles
Want a simple test to make your team’s communications more persuasive and customer-focused?
How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?
Want a simple test to make your team’s communications more persuasive and customer-focused? MORE »
How positive are you as a sales leader?
What can you be doing, as the leader of your team, to have a strong balance between your positive to negative communications, even if it’s only “We know you’re trying hard?”
How positive are you as a sales leader? MORE »
Are your customers making buying decisions without your reps?
What can you do to help your reps realize how late they’re entering a new buyer’s decision process today? How can you help identify the best questions to ask early in their call to identify buyer decisions already made?
Are your customers making buying decisions without your reps? MORE »
Who was the first to publish the steps of a sales call?
As the leader of your sales team, what are you doing to make sure your team truly understands and utilizes the more modern version of 1st lowering resistance, 2nd asking questions, 3rd presenting, 4th closing and then 5th and finally agreeing and setting up your next contact?
Who was the first to publish the steps of a sales call? MORE »
Are you helping your reps think and plan more moves ahead?
Join Jim Pancero as he shares ideas that can help you coach your people into thinking, selling (and winning!) more moves ahead!
Are you helping your reps think and plan more moves ahead? MORE »
“I didn’t know you did that!”
Are your customers really aware of everything you sell? How often are your salespeople hearing “I didn’t know you did that!” from your prospects or customers?
“I didn’t know you did that!” MORE »
Are your service levels actually contributing to your competitive advantage?
Is your current service level really helping increase your competitive advantage?
Are your service levels actually contributing to your competitive advantage? MORE »
Are you teaching the wrong steps of a sales call?
Join me as I discuss the difference between the steps of a sales call when applied to the multiple-call selling environment compared to the retail single-call sale…so your team can sell even more!
Are you teaching the wrong steps of a sales call? MORE »
Is your team supporting your customers as independent silos or as a single enterprise?
What can you do to make sure you truly have a team supporting your customers as a single enterprise, and not as a bunch of independent silos?
Is your team supporting your customers as independent silos or as a single enterprise? MORE »