Tips for Developing Good Salespeople
broughersg1 Hire in House, Sales positions have some of the highest churn rates of any career. Often sales reps go from company to company chasing the best opportunity or they can’t…
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The Decision Maker, don’t get tunnel visioned.
There are probably whole books written about finding “the decision maker.” This makes sense, as a sales person, this the person who will say “yes” or “no” to your product…
Sell Past the Close | Success Plans
In his book Predictable Revenue, Aaron Ross discusses “sales, best practices.” One of his tips that caught my eye were what he called “Success Plans.” We have heard sales professionals…
Spinning the Problem
We hear a lot about sales people finding “The Problem.” Implying that there is only really one problem. The best sales people are problem solvers. I believe this to be…
Diversification in Sales
Traditionally, the salesperson handles the sales process all the way from prospecting to closing and potentially even implementing. This makes logical sense. It is called the “sales cycle,” after all,…
Dealing with Objections
When it comes to sales, their is a process for everything. There is no situation that a book or guest speaker cannot provide for you the traditionally accepted responses. It…
The Sacred, Secret, Satisfying, Agenda
Agendas. I’ll be honest I hadn’t given them much thought. Then, Evan Addams spoke to our class and it was like a lightning bolt hit me. Of course agendas are…
Barbara Corcoran | The Benefits of Insecurity
So what makes a great salesperson? According to Barbara Corcoran, having something to prove can be the difference between success and failure. Barbara is known for her building a real…
Patagonia | Selling with a Cause
Since the foudning of Patagnonia Inc. they have been doing things a little bit differently. they have a counter cultural feel that pervades the entire business. They have a freakish…
Salesforce.com and Why it Matters
What is CRM? Salesforce.com is a customer relationship management (CRM) service. Sounds like a mouthful but essentially every company out there has some form of CRM process that they use.…