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At one declining business with which I worked, a sales manager reasonably saw his job as “managing the decline.” After all, the market was declining, so his sales should correlate. And sales did indeed decline, tracking the market decline. But this manager’s successor had a different idea; he decided sales would increase by capturing more market […]
All too often, salespeople are hired for only these qualities: industry knowledge – customers, products/services, competition Industry acceptance – gravitas, access This overlooks 3 critical selling forces for business development: Bold vision Bold behavior Effort – both quantity (do or die) and quality (strong selling process) To read the Forbes.com article, please click here.
You just presented your proposal in person. It was a great meeting. The prospect agreed your proposal was innovative and a great fit for the organization. You worked very hard to earn this business and are justifiably ecstatic. Now it’s a week later. You confidently call your prospect to learn the decision outcome. She immediately […]
Published on Forbes.com You just left a first sales call. You didn’t walk out, you floated out. The meeting was fantastic. The chemistry? Unbelievable. You couldn’t wait to share the experience with your peers. But then, you couldn’t reconnect with the prospect. He wouldn’t take your calls or respond to your emails even though […]
Personal The Offer The Company You target an important prospect, assertively conceive and execute a sales campaign for years, without any progress. The prospect is “in bed” with your competition. It’s starting to wear on you. If you haven’t done so already, maybe it’s time for a chemistry analysis. What kinds […]
Rescuing the Toxic Salesperson 1. Why the Problem Exists In general, managers are often reluctant to challenge non-compliant employees.This is especially so when the employee is a relatively high performing salesperson. For fear of losing the salesperson’s customers, the organization makes a Faustian bargain. Management “looks the other way” at the corporate culture indirections, to […]
Why can it take so long to form a new business relationship? In general, great salespeople are persistent. We celebrate “grit” in a salesperson. Most business people are familiar with the maxim: 80 percent of sales are made on the 5th to 12th contact. This is very often with good reason. For instance: Our prospect […]
“The leads suck.” “That lead is a dog.” These are common refrains from salespeople receiving company-supplied leads.Yet all too many salespeople wholly rely on company-furnished leads for their business development. It wasn’t always so Today’s car salespeople depend on traffic driven to the dealerships. During slow periods, they wait for the next “up,” the next […]
Many business executives conclude: culture trumps strategy. At a minimum, culture is a strong multiplier of business strategy.Here are three ways to improve sales culture: The Theory of the Hero The Great Souled Person The Theory of Emotional Intoxication The Theory of the Hero The salesperson is battling a society-wide pejorative image of all salespeople […]
Managing Through a Paradigm Shift A. The Customer is Always King – But it has be win/win We all know the customer is king. But this principle backfires when we agree to an adversarial buying program that diminishes our selling. For instance: The Purgatory of Call Me Back in 2 Weeks. We have all had […]