Does Your Company Culture Respect the Sales Force?
If we asked this question to most company CEOs and their direct reports, we would expect a resounding yes followed by concrete examples of how their organization respects and supports the field sales force. Perception, however is not always reality. All too often, we hear the following comments being uttered about the sales force by […]
Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
Three Types of Listening in Sales and Beyond: Which One Are You?
Listening is a vital skill in sales, often used but rarely mastered. Let’s explore three listening types and reflect on which one you predominantly use in various professional and personal interactions. Selective Listening: The ‘mental filter’ approach. Here, you catch only fragments of the conversation, those that align with your assumptions or interests. It’s like […]
Listening is a Sales Skill That is Often Ignored!
In the competitive realm of sales across various industries, the ability to listen effectively is a key yet often overlooked skill. But what would happen if we started to listen more attentively? Are you a great listener? This simple question can have profound implications in your interactions, not just with clients, but with colleagues and […]
Are You “Social Selling” or Committing “Social Suicide”?
Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay. It’s another tool in the toolbox of the sales professional along with the telephone, E-Mail and […]
5 Steps in Crafting Compelling Value Propositions that Resonate with Buyers
We all know what constitutes a value proposition or statement. It’s a concise, clear and compelling message that conveys the benefit a product, service or solution provides the buyer’s organization. In other word, it’s a promise or pledge made by the seller to convey value to the buyer. But this is where our understanding gets […]
10 “Best Practices” Sales Representatives Should Consider When Planning That “Big” Presentation
Sales representatives give presentations all the time. They can range from a fifteen-minute Q & A to a multi-hour comprehensive review of a company’s response to an RFP. There are decades of books, programs, videos, articles and chapters on conducting an effective sales presentation. Unfortunately, most sales representatives build a comfort zone around a PowerPoint […]
Value Creation: The I-10 Parable
This story first surfaced in the early 2000s about a 21-year old salesman named Chris. A recent graduate of Arizona State University, Chris was having difficulty getting a job in his chosen field when he stumbled across an opening as a sales representative for a marketing firm that—among other services—sold billboard space to gas stations, […]
