Once Upon a Time in the World of Selling In the golden age of Mad Men, sales and advertising were about gut instincts, powerful taglines, and whiskey-soaked business lunches. Fast forward to the 21st century, and we’re in an era defined not by intuition but by algorithms, data analytics, and personalization. Just as Kevin Roose […]
Unraveling the Unsolved: Top 10 Persistent Challenges in Sales
Sales is the vital artery that feeds the growth of business. It has always been an evolving field, presenting challenges that organizations constantly strive to overcome. In an increasingly competitive and digital marketplace, these challenges have grown in complexity and scale. Effective sales strategies are not just about convincing prospects to buy a company’s products […]
Getting to Yes When Outbound Prospecting
Sales is the basic building block of any business. Its pursuit may be traced back centuries, with merchants and traders maneuvering for leverage throughout history. Over time, strategies and tactics have metamorphosed in fascinating ways. Today, outbound prospecting is the heartbeat of successful businesses. But what truly catalyzes a “yes” in this terrain? Going back […]
Make the Ask – The Key Elements of Making the Ask and Closing the Deal
Making the ask is a crucial step in the sales process to close the deal. It involves presenting products and services to potential customers and asking them to make a purchase or commit to some other action. To be effective, it is important to carefully consider the timing, tone, and language of your ask. Outlined […]
How to Succeed in Sales Without Really Trying
The 1967 American romcom How to Succeed in Business Without Really Trying turned a 1961 stage musical and earlier book by Shepherd Mead by the same name into a hit film starring Robert Morse, Rudy Vallee and Michele Lee. The movie plot loosely depicts how an ambitious new employee climbs the corporate ladder of the […]
Keep Your Customers Close and Your Competitors Closer
The phrase “Keep your friends close; keep your enemies closer.” is most often attributed to Michael Corleone in “The Godfather Part II” from 1974. Other sources attribute it to a bad translation of Machiavelli’s political treatise “The Prince” from the 16th-century. Still others ascribe it to Sun Tzu a Chinese general and military strategist in […]
Add Value by Solving a Problem that Your Prospect Does Not Know They Have
Problem solving, that is the real value your sales team brings to each interaction with a prospect. Having valuable products or services is important but do they solve to prospect’s problem? If you help a business do more business your sales team will fuel the growth of your business and that of your customers. People […]
Sales Activities Lead to No Response
Is your sales team’s response rate above or below expectations? Why is their response rate above or below expectations? What actions should you take? Understanding the Problem Long gone are the days of hustling prospects from the phone book. Long since has passed a time when you could jump your competition just by sending an […]
Your Sales Team’s Follow-up Is Non-existent and Ineffective
Is your sales team’s follow-up above or below expectations? Why is their follow-up above or below expectations? What action should you take? Understanding the Problem Prospects go without follow-up or the follow-up is ineffective. It is not uncommon when sales teams are overwhelmed with high volumes of leads that some leads – in some cases […]