Dear CEO, is your relationship with your sales team a healthy or unhealthy dependency? “I just don’t get it,” lamented a business owner and CEO. “I deliberately hired trained, ready-to-sell sales people. Further, I already have my sales operations...
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Some products take longer to sell than others. They have a long sales cycle. Understand yours and work on mitigating this inevitability. Today, we look at some of the ways how to sell slow movingproducts. Why some products take...
Nothing frustrates sales people, and therefore business performance, like unclear expectations. (That, and insisting that they sell a product no one needs, like the Yellow Pages). But back to expectations. Even with a clear sales strategy, indeed as part...
A New Year is here. As a business what’s your plan? A Sales kickoff is a proven way to, well, kick off your sales with a bang, organization-wide,. Sales Kickoffs are also called Sales Summits or Sales Conferences. A...
Contrary to popular belief, what goes into your sales funnel are suspects, not prospects. Whether gotten from your marketing or sales efforts, digital (say website) or ‘analog’ (say billboard, call, or print) it doesn’t matter. You still have to...
Of hunger the Good Book says, “A labourer’s appetite works for him, his hunger drives him on.” Most sellers stop at appetite. But it’s hunger that boosts sales “What do you think of this?” I was asked.. This, was...
Sales pipeline management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Sales pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every...
Lessons from online sellers in time of COVID-19. Respect the importance of prospecting. The activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop...
It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell...
Even when a buyer comes demanding, “I want this solar panel; my neighbour told me he bought it here,” be cautious as seeing it as an open and shut sale. Customers don’t know what they want. There; I’ve said...