When the customer says: “Let me talk to my team,” respond with, “Great—would it help if I joined the conversation to clarify anything for them?” This simple line is the essence of the approach: ask to join the meeting. The real reason sales die (and why you must ask to join the meeting) Why? Because
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“We see you have your company account with us and are calling to ask you to open a personal account too.” (Pregnant pause awaiting a Yes’) Meanwhile, the customer (a director of the company) is wondering, “Why? Why should I open a personal account with you?” And this is what I want to look at
#howtoincreaserevenuefromexistingcustomers, #importanceofsellingtoexistingcustomers, #makingmoresalestocurrentcustomers, #whatisitcalledwhenyouselltoexistingxuatomers
If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m talking about strategic account managers, business development managers and bank corporate relationship managers. Those that manage
B2B negotiations are complex. The more if you’re selling high ticket items like software (say a core banking system) or industrial fuel. For this reason, business owners should arm their salespeople adequately. Across the 7Ps as we shared, yes, but beyond that, prep together as a business not as Sales only. B2B negotiations are a
Dear Business Owner, some problems in sales get blamed on marketing—and some problems in marketing get blamed on sales. Few internal battles drain more energy, money, and morale as much as the sales and marketing conflict. Here are 3 common examples—and what you can do about them. (And, by the way, for the uninitiated, marketing
#endingthewarbetweensalesandmarketing, #relationshipbetweensalesandmarketing, #salesandmarketingdifference
You may not realize it, but your personality type could be influencing your focus as a sales professional in leadership—and not always in ways that help your team hit target. We all come into sales leadership with strengths. But those strengths have blind spots. And blind spots in sales management cost money, morale, and momentum.
#commonleadershipblindspot, #identifyblindspotsdevelopment, #leadershipblindspotassesment, #selfawareness
Dear Sales Manager, are you managing numbers or managing people? If your entire sales management strategy fits into an Excel sheet of monthly targets, congratulations—you’re not managing. You’re hoping. But, “Sales is a game of numbers,” you say. True. Also true, is that, not all sales people are motivated by money or targets. Now, as
If you did not connect with the buyer during the pitch, you will not with your proposal. If your meeting ends with a bland, “Send us the proposal, we look at it and we will get back to you,” translate that to mean, “Ciao, adios, we’re done.” If it ends with a summary of the
#differencebetweenpitchedandproposed, #differencebetweenproposalandpresentation, #howtowriteapitchproposal, #isaproposalthesameasapitch, #proposalandpresentation, #proposalisnotthepitch
Is AI coming for your job? That’s the question echoing through boardrooms, sales floors, and WhatsApp groups alike. But let’s be honest: AI isn’t your biggest threat. Your mediocrity is. When ChatGPT launched, a wave of panic swept through the workplace everywhere. Sales was no exception. Reps started whispering about automation. Managers scrambled to attend webinars
Yes. That’s right. Your top sales person can leave you. In fact, he will if you fail to manage him as you should. Good sales people leave for different reasons and when it happens, it usually catches everyone off guard. Jaws drop. Managers shake their heads in disbelief—often masking blame as concern. “Poor Sheila. She