Techniques and tactics as well. If you have a question about virtually any aspect of selling, a simple Google search will reveal a bounty of answers and, frankly, most of them will be quite good. That’s not to say that you won’t discover a variety of totally dissenting opinions and … therein lies the rub.
Around ten years ago, the consumer market was a totally different landscape where the sales process involved telemarketing and setting appointments for sales professionals to gain clients and close deals. The system was pretty straightforward then, requiring relatively simple methods. But, outbound sales required more effort to execute compared to what needs to be done
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very
Selling is not a “chicken or egg” riddle. There is no question that, if you can’t find new sales opportunities, there will be no new revenues. In today’s world of social selling, this task falls into two disciplines … being found and finding. Both can be applied to recurring orders from existing accounts as well as referrals from these customers. This
What’s the most important thing in sales? Meeting targets Setting appointments Prospecting Well, you have to do them all. But the one thing you need in order to get the desired results is a plan. And that’s what most rookie salespeople don’t do. They don’t plan their day-to-day activities, or probably don’t even have a
Today’s topic is …. URGENCY. Specifically, is having a high degree of urgency a necessary selling characteristic? I have never seen a successful salesperson who does not display, at the very least, SOME modicum of urgency but, it’s not always that easy. Not all selling scenarios are created equally. Acting urgently simply for the sake
