How to Determine Who Your Target Client Is

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“We can sell to the world!” Many new business owners have uttered these very words in their excitement to start their business. They have conceived of an idea that, in their opinion, every company or consumer on the planet could potentially buy. Based on this strategy, they go out to just about anybody and sell their wares. We talked about the different phases most companies go through in their evolution in the previous tip on ...

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Do I Really Want to Be a Sales Professional?

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This is the most important tip I can give to anyone who is in Sales. The reason is that there are far too many people who call themselves Sales Professionals but who are not a good fit for the profession. The worst part about this is that deep down inside, they know it. I often hear them saying, “Is this where it all ends for me? Is there anything more?” The root of this problem ...

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Do You Know Where Your Business Comes From?

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One of the most common issues I find with struggling Sales Organizations is a lack of focus. This is a pretty natural occurrence in the whole evolution of a business.

First Starting Out

When a business first starts out, they need to get revenue! They will sell to anyone who might be interested in what they are selling. The size of the account doesn’t matter, the complexity doesn’t matter, the location doesn’t matter – all that matters ...

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How to Get Inside Your Prospect’s Head

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Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great tools for the Sales Professional. Marketing automation can, based upon your prospect’s behavior, feed them the right information at the right time so when it comes time to sell, they are already chomping at the bit to learn about ...

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How Defining Your Sales Process Can Set Your Team Up for Success

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Often I’m asked by sales leadership, “How do I set up my sales team for success?” One of the best ways you can do this is by defining a Sales Process. What does that do for you? The benefits are both internal and external for a Sales Professional.

Internal

If you know each unique stage of your sales process, you then also know the people, resources and the activities you need to create success in each stage ...

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