Overcome Sales Objections.
I have offered products that would literally save customers 1000’s of dollars monthly to have them still say no. Why do they have sales objections on something so obvious?
Sales Role Playing Sucks! Start Training Evangelists.
I have no doubt there will be plenty of sales managers and sales trainers that will take issue with this article. But my experience has taught me that sales role playing is not a great way to train. Not even close.
Activity Before Sales Leads. KPI For Success.
I’m a big fan of tracking performance metrics, in-depth and granular. I’m talking about much more than just tracking sales leads, appointments and opportunities however. I monitor actual daily activity that rewarded a salesperson with sales leads in the first place. Where did the lead come from? What activity was performed to get that lead? Are the sales leads quality? I want to know what is working to produce qualified leads. Here’s why.
Selling in a Pandemic World
I currently sell into an industry that has been hard hit with Covid-19 pandemic challenges. Everything is on “hold” with a focused mindset on safety, employee retention and market decline. My guess is this is a familiar tune in most of your markets as well.