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Sales Mission Complete
by
Tony Cole
What does it take to build a committed and cohesive sales team? Read how one of the best learning institutions in the world addresses this crucial element of success the same way sales organizations must.
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Email is the New Phone
by
Kendra Lee
Expectations and how email is used have changed. With these changes email is now as important as face-to-face meetings and phone calls. Here are some tips to consider when making email a primary customer interaction tool:
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Shortcuts to the Decision Maker
by
Kendra Lee
Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. Lately I've noticed that some sellers are ignoring the steps that should be taken in the effort to shorten their path to reach the decision maker.
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Fill Your Pipeline by Refining Your Referral Requests
by
Kendra Lee
Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier and less stressful than cold calling. They're more accessible, and there's less competition to close the deal.
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Are You Selling to Customers or Clients? Know the Difference to Succeed as a Consultative Seller
by
Kendra Lee
How do you refer to the people you represent? Are they “clients” or “customers”? The terms may seem interchangeable, but for those who recognize the subtle distinctions, you may be leaving a wrong impression.
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Client Communication as Easy as A-B-C
by
Kendra Lee
To be a successful consultative seller, you need to grow and maintain a broad base of client contacts. How do you maintain and strengthen relationships with all of these people so you will be the first person they remember when they have a business issue that requires your expertise?
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Getting Past the Executive Gatekeeper
by
Kendra Lee
Some sellers fail miserably when trying to gain access to a company executive. They smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn't get many sellers past today's sophisticated executive gatekeepers.
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Increase prospecting results by integrating your touches
by
Kendra Lee
Connecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without frustrating prospects.
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Is Email Hiding Your Personality?
by
Kendra Lee
Email is so much easier to use for prospecting than the phone. But it's also easily deleted with no response. you have to be really careful that the words you choose let your personality shine through. So how do you let your personality out and get 85% of your prospects to hit reply?
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Now is the Time to Master Financial Conversations
by
Kendra Lee
Financial justification is the biggest blocker in today's economic environment. But some sellers aren't feeling any pain - their sales aren't taking longer in spite of the economy - and yours don't have to either.
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Create Opportunities in our Tough Economy
by
Kendra Lee
Creating opportunities is all about keeping your name in front of potential customers, listening hard during sales calls, and thinking deeply to make creative suggestions. You can do it, too.
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Top 3 2009 Sales Resolutions
by
Kendra Lee
It's a new year, with a fresh sales quota and a new set of sales resolutions. I'm always looking for ways to improve and January consistently finds me evaluating my performance from the previous year then setting goals for the coming one.
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Your Value is Like a Homemade Chocolate Chip Cookie
by
Kendra Lee
Even though my homemade chocolate chip cookies are definitely not low fat, people eat two, three and four at a time - more than they ever intended. Your clients are the same way. If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.
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Don't be Afraid to Help Clients Reach Financial Justification
by
Kendra Lee
To be a true consultant to your clients you must build a business case for investing in your recommendation and providing the client with a strong feeling of confidence in the return on investment (ROI) your solution will bring.
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Use Testimonials to Attract Prospects and Win Sales
by
Kendra Lee
Strong testimonials make prospects long to engage you - especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you'll soon find prospects asking you to engage with them.
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