10 Things Sales Reps Hate with Passion!
Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of being the CEO of their territory. When faced with a constant change, they welcome the […]
Best Practices with Strategic Accounts
For every sales organization there are very large accounts that require extensive company resources. Whether you call them “key, national or strategic accounts” does not matter. Loss of even a single important account would create a significant revenue or profit shortfall that would be difficult and time consuming to replace. For many sales executives, effective […]
Do You Know the Pathway to the PO?
Hallelujah you have just been told you won the sale. Now the next challenge is to get the purchase order (PO). Be careful about celebrating too soon, you are not home yet. You would be wise not to include this order against your sales goal at this time. Finally, don’t forecast it yet and above […]
Selling Time is Sacred! Do a Time Management Check!
For many MedTech sellers January 1st began a new fiscal year and a new sales quota. For others their fiscal year starts April 1, July 1 of October 1. Regardless of when your fiscal year starts it’s always wise to take a few moments and reflect on three (3) important things: 1. How many selling […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 2
If your not making your revenue number start by taking a long, hard look at your sales funnel. In Part 1 of this blog we provided seven questions to ask and look for. Here are seven more. 7. What opportunities have been added to the funnel? Whenever you win an opportunity you should prospect and […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 1
If your not making your revenue number start by taking a long, hard look at your sales funnel. Here are some questions to ask and look for. 1. Are there enough opportunities with the right dollar value in the funnel to make your revenue number? Let’s assume its January 1st and the start of your […]
