Sales Management Articles

Most reps can talk about how they save a buyer money. But collapse when asked to prove on paper why paying more with you will save them money. 

Product knowledge is the first level of competitive awareness. Knowing their features and benefits compared to what you sell. 90% of all reps have strong product competitive awareness.

As a sales consultant, I evaluate a lot of sales territories and selling efforts. I’ve found the average rep has over half their territory exposed due to only having one contact.

How many of your buyers are saying “If we’re interested we’ll call you.” (and then never calls).

Today’s video talks about how your team can realign and refocus these four critical selling skills for sustained success today.

Today’s video talks about how continuing to take advantage of online meeting platforms like Zoom can help increase your team’s customer connectivity and outreach…so they can sell even more!

Today’s video shares how you can shift from this older single-contact “rifle” style of selling to today’s more competitive multiple contact “shotgun” approach to reach out and connect with your important customers…so your entire team can sell even more!

Are your reps delivering an effective message of value and uniqueness when selling against lower-priced competitors? There are three components to improving your “Why do I want to buy from you?” messaging.

How are you measuring your team’s success implementing and utilizing the ideas, suggestions and improvements you’ve been offering as their coach and leader?

Too many reps, as they continue calling on their existing customers, keep asking the same old tired four questions over and over.