Increasing your competitive edge
How do your reps solve customer problems when things go wrong? How proactive are they with their solutions, especially when the problem was caused by your team?
Are you reactive or proactive as a problem solver? MORE »
What kinds of questions are you asking your sales team? Are you focusing on only asking about expected results (asking “WHAT” focused questions), or are you also focusing on how they’re achieving their selling processes (asking “HOW” questions)?
Are you asking too many “What” questions as a sales coach? MORE »
Join me in today’s video as I offer ideas to help you lead your team to delivering a stronger competitive message…so they can sell even more!
What level of sales training will have the most impact on your team? MORE »
Where are you spending your time as a coach and leader of your sales team? Are you, like most sales managers, spending all your time fighting symptoms or are you really solving problems?
Are you fighting symptoms instead of problems? MORE »
Your effectiveness as a sales coach is based on your ability to increase your team’s awareness, increase their view of the direction they need to go with this account, to help them prepare and understand and what kind of problems they might have on their calls.
Here’s the question you should be asking… MORE »
Join me as I share how you can vary your team’s sales messaging by utilizing sales campaigns. Think this idea of sales campaigns could help your team sell even more?
Could Selling Campaigns help communicate your value and uniqueness? MORE »
How much training and experience have you personally had in selling? One of the best ways to ensure you’re successful leading a sales team is to make sure you’re as experienced and trained as possible.
Do you have all the sales leadership skills you need to be successful? MORE »
Call reluctance, fear of buyers telling you no and rejecting you, is a challenge for most salespeople. You, as their leader, can help your team manage call reluctance in several ways.
Are your reps still dealing with call reluctance? MORE »
Some of the best selling ideas are also sometimes some of the oldest. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges.
Most salespeople are successful because they have a strong ego. A strong ego allows a sales pro to successfully deal with all the rejections of selling. But when promoted to sales management, your ego needs to change (and soften) if you want to be an effective leader.
Is your ego getting in the way of your success as a sales leader? MORE »
