Are your reps handling prospects saying “Just send us your info – I’ll call you if I’m interested?
How many of your buyers are saying “If we’re interested we’ll call you.” (and then never calls).
Sales Management Articles
Are you taking full advantage of the four most critical selling skills needed for success today?
Join me as I talk about how your team can realign and refocus these four critical selling skills for sustained success today. After all, it could help your team sell even more!
Are your sales reps still taking advantage of Zoom?
Are your sales reps still taking advantage of Zoom, Teams, or any of the online communication platforms? The restrictions of Covid forced us all to video conference with our customers. But now that we’re past Covid and back to getting in front of customers, a lot of sales organizations abandoned video conferencing (except for their own internal meetings) and are no longer taking advantage of this new technology.
Three ideas to help build even more buyer trust…
Your price is too high! Time to talk “lowest total cost” over price?
Join me as we talk about three critical components of a strong message of uniqueness. If can help your team sell even more!
Your price is too high! Is it time to start bragging about your higher prices?
Join me as I talk about how you can start bragging about your pricing as a way to increase your competitive advantage…and sell even more!
Is it time to shake things up with your sales team?
How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?
Generational Changes Driving Today’s Sales Process
By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in …
How strong is your team’s competitive awareness?
Does your team have strong enough competitive awareness to effectively defend and win against your direct, and indirect, competitors? Can your team pass my test on the three levels of competitive awareness? 90% of the salespeople I’ve interviewed are only functioning with two of these three critical competitive awareness levels. How will you, as the …
How many of your reps can pass the “Hellarewe Bird” test?
How many of your reps can pass the “Hellarewe Bird” test? If you’ve ever heard me present then you’ve likely heard me talk about the “Hellarewe Bird”…the three-foot birds who live in four-foot grass and spend their whole life saying “Where the hell are we?” I tell the story to make a point about behaviors …
How many of your reps can pass the “Hellarewe Bird” test? MORE »
How many customers are you ‘One car wreck’ away from losing?
Are your reps really connected with their most important customers? How many of your important customers are you just “one car wreck” away from losing because your sales rep only has one real contact/connection at their account. But if that single-contact buyer is promoted, fired, or just not there anymore (and that’s your only contact) …
How many customers are you ‘One car wreck’ away from losing? MORE »