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How to Handle Sales Slumps – Get Out and Stay Out from Tom Abbott, CSP We all have bad days, but we have a problem when bad days turn into months or quarters. The key to handling slumps is to avoid getting into one in the first place. I share 9 quick tips to get out […]
How to Get Out Of A Sales Slump | 9 Tips To Get Out and Stay Out! Read More »
When you incorporate solution-focused coaching techniques into your management style, you’ll be surprised by how much more autonomous your sales team will become. In this video, I share some powerful questions you could ask that will help your sales team overcome day-to-day challenges and find their own solutions. It wasn’t the first time. I was delivering
How to Apply Solution Focused Coaching That Boosts Sales Read More »
You’ve heard of the elevator sales pitch – the universally stress-inducing scenario where you get in the elevator on the ground floor, someone asks what you do, and you only have 60 seconds to make a good impression before one of you gets out of the elevator. No one talks in elevators, but I’m sure you understand.
How To Craft An Effective Elevator Sales Pitch Read More »
I recently had the opportunity to train Adam and the Drake International (Singapore) team on ways to stay motivated. Of the nine strategies I shared, there were definite consistencies between these and what Adam notices top performers do regularly. Read on to find out what Adam Carabetta, Manager in Recruitment and Talent Solutions at Drake International,
Sales Mindset of Top Performers | Ask Sales Leaders Read More »
As a salesperson, you know that prospects always have three basic qualifications: a need for your product, the ability to afford your product, and the authority to purchase your product. However, the real tricky part comes in once you’ve successfully qualified them- finding a way to communicate effectively to get what you want. In this
How To Engage Prospects To Win More Deals Read More »
Social Media Fundamentals When I was a top-performing financial services agent, some of the most effective ways of reaching prospective customers included cold-calling, consumer shows, and print advertising. For small business owners and sales professionals today, communication with prospective customers is becoming increasingly difficult as customers become increasingly unreachable. With more and more people spending
Social Media Fundamentals: Part 1 of 2 Read More »
The sales demonstration is a time-proven strategy that strengthens your presentation by attracting the prospect’s attention, stimulating interest, and creating desire. Car salespeople don’t simply talk about features and benefits. They hand you the keys and suggest you take them for a spin. Why? It gives you a temporary feeling of ownership that helps build
How To Plan & Deliver A Compelling Sales Demo That Sells Read More »
If you’re struggling to organize your prospecting information, you probably already know you need a customer relationship management tool (CRM). Perhaps you have one and are still unsure exactly what you’re doing – don’t worry. That’s why we created this guide to the 4 top CRM best practices we swear by. What is a CRM?
4 CRM Best Practices | How To Organize Prospecting Information Read More »
Improving compensation plans can help inspire your sales team. As a great sales leader, your key performance indicators include sales volume, sales revenue, profitability, return on investment, market penetration and market share. You must, therefore, provide your sales team with the resources necessary to achieve these objectives. This includes financial resources. Could your sales compensation
A Guide To Improving Sales Compensation Plans Read More »
Assessing the productivity and profitability of each sales team member. The purpose of measuring performance is to clarify the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging because
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