Sales Management Articles

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?

Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn’t do their job. Their job is not selling the lowest price.

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you’re talking to the best people who will make a buying decision.

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!

How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?