Sales

B2B Sales: How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)?

Question from a B2B Software Sales professional: “How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)? How much time should I dedicate for each activity each week?” My answer: Firstly, my approach to Sales & Marketing differs from traditional Sales & […]

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Are there ways to instill consistency for my salespeople?

I’ve been trying to help answer business questions lately especially during these trying times, here’s another one: In my experience, inconsistency with your salespeople may be signs of: Spending too much time on unqualified leads This is probably the most common reason for poor sales results. Not only that but it creates a vicious cycle

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When in the B2B sales process, should I send a proposal to a client?

I recently was asked this question and wanted to share my answer here with you too (with some minor edits): Great question on one of my favourite topics! I’ll share some of the common mistakes I see in the proposal process: First, proposals take time and resources to prepare – so there is a “cost”

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How to Get Occasional Customers Hooked ChiefExecutive.net | Chief Executive magazine

“How to Get Occasional Customers Hooked” examines how some companies who specialize in a certain product are able to keep their customers engaged when they are not in the market for what the company is selling. Through always providing new content and building a sense of community with their customers, companies can continue to hook

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5 Closing Questions Every Salesperson Must Ask

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } When it comes to being a salesperson there are many questions that you can ask in the process for closing and making a deal. However sometimes knowing what to ask during this can

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The Sales Hunter Sales Prospecting Negotiating

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Sales can be a very tough department to make it big in. Sometimes not having the natural talent or edge can stop you at the door. But, if you’ve worked hard enough and

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Enterprise Risk - Hong kong

5 Reasons Why Prospects Don’t Buy From You

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Selling is hard work. No matter how hard you try, you won’t succeed all the time. It’s useful to understand why you may not be succeeding. For example, you should know your product

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Hiring a Sales Rep? 6 Interview Red Flags

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } There are several things that one should watch for when hiring a sales representative. In particular, vagueness on details, lack of knowledge about your company and inability to accept constructive criticism are big

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The Crazy Simple Trick That Will Make You a Better Listener

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Aja Frost describes in his article, The Crazy Simple Trick That Will Make You a Better Listener, how to ‘mute’ yourself to become a better listener. Frost suggests that while on the phone

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6 Seemingly Harmless (But Secretly Deadly) Sales Phrases

Professionals who are pursuing sales need to make sure that they communicate clearly and don’t misspeak. There are seemingly harmless phrases that sales people say that you need to kick from your vocabulary. These phrases can communicate that you truly aren’t listening or interested in the client that you are trying to sell. 6 Seemingly

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Profit numbers, finance for non-finance training

Improve Sales Performance 44% With This One Change [Infographic]

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Everyone loves the idea of incentives. Extra effort, extra work, extra reward, everyone’s happy right? If you’ve ever had a sales team that started to fall behind or can’t quite seem to pick

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The Sales Hunter Sales Prospecting Negotiating

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } People who work in sales need to prioritize their most valuable asset; their time. Keeping track of exactly what you’ll be doing the next day, deciding what needs to be done personally and

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23 Totally Genius, Little-Known Apps for Work All Salespeople Should Use

Nowadays there is an app for everything. Some of these apps can greatly improve your quality of life and you a more successful person at your profession. Listed in the article is 23 apps that can help improve your sales and give you a competitive advantage. Some examples are time management, goal setting and productivity

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The Sales Hunter Sales Prospecting Negotiating

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Customer service is a very important aspect of society and keeping a customer happy after a complaint is important for a business’s reputation and to keep customers returning. Customer complaints should be embraced

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7 Powerful Emotions Salespeople Should Leverage to Close More Deals

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Are you in sales and want to learn how to close more sales? If you have been in sales for any amount of time you realize your customers don’t always buy out of

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Why CEOs Shouldn’t Discard Their Sales Incentives ChiefExecutive.net

In his article Chad Albrecht debunks the idea that financial sales incentives should be eliminated. It was suggested that using such incentives, up to 40% of a sales worker’s pay, actually decreased performance. However, as advice to CEOs, Chad provides evidence from meta-analysis that financial incentives actually improve worker’s effort and results, without compromising work

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Certified compliance London, UK

Ready For a Shock? Only 15% of Salespeople Are Doing This [Research]

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } Research has shown sales people that use social media achieve sixty six percent higher sales quota attainment. Knowing that’s sales people have the ultimate goal of reaching or exceeding their sales goals, some

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Enterprise Risk Singapore

The Sales Hunter Sales Prospecting Negotiating

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } In The Sales Hunter’s article regarding prospecting and how to make it a good process, they speak about the widespread problem with salespeople and that in order to make money one must overcome

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Certified procurement group photo

Sales & Marketing Alignment: What World-Class Performers Do Differently

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } In Tamara Schenk’s article regarding steps performers take to get to where they are, they speak of the challenging and new task that marketing and sales alignment pertains. In addition, she mentions that

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Enterprise Risk - Hong kong

The Rookie Sales Closing Mistake That Kills Done Deals

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } In Art Sobczak’s article relating to business deals, they speak of some of the rookie mistakes that are often made when you’re attempting to close off a deal and it ends up backfiring

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3 Hard-Won Lessons I Learned in My 20s That Made Me a Better Salesperson

div#keypoints { margin-left: 2em; margin-top: 0.5em; } li#takeaway1, li#takeaway2, li#takeaway3 { } p#quote { background-color: #AFEEEE; padding: 1em; margin-top: 0.5em; font-style:italic; } In Lisa Pearnes’ article relating to lessons that made her a better salesperson, she talks about her early adult life and the struggle of not knowing what exactly she was going to do

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