Knowing, or wondering, that if you had just done .. this … or a little bit more … you might have won that sale. That’s the worse feeling EVER! You just wasted your and your client’s valuable time. Likely you did not fully follow your proven process (if you even have one). Were you complacent
If you are in sales, you know that it’s crowded out there. So many competitors. Selling has also become more complex and this is largely due to changes in buyer behaviors. Since time began, salespeople have been viewed by many buyers as a necessary evil. Now, with the internet, they are self -educating in an
Providing that you and your firm are capable of servicing them, high value deals are often much easier to secure than are smaller ones. They are also easier to keep, but you have to continue to work to ensure that. Newer sales reps may avoid these, primarily due to a lack of confidence. That’s understandable
I received my first formal B2B sales training in 1977. Three weeks total at our headquarters office in New Jersey. It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. Five years later we were. As you might guess, given the decade,
Sales Math – Quality vs. Quantity
I had an interesting discussion recently with my friend, Gary Kurtis, with Sales Tips 101. Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. Gary mentioned that he has always focused on making quality calls but has now modified that approach to include quantitative
Read More