Why didn’t you close that sale? As a sales professional, have you ever actually analyzed why you have been unsuccessful in certain sales? According to a study by Steve Martin, only 12% of salespeople are considered excellent, 23% good, 38% average, and 27% poor. What differentiates salespeople enough for them to be placed in those
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Very few things are as effective as getting in front of your prospect so that you can pitch face-to-face. The system of sales meetings is simple. The more meetings you schedule, the more money you make. Unfortunately, scheduling more than a few meetings a month can be a difficult and time consuming process. How many
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What is sustainable growth? And more importantly, what are the best ways of achieving it? How many times a day do you hear the word growth? Probably a few. But, how often do you hear about sustainable growth? My guess it not very often. Choosing the right strategy to achieve organic growth can be difficult.
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How to Close More Sales by Engaging Your Prospect and Communicating Your Vision How often are you closing significant sales? When you close a big deal, does it feel expected, like part of the process? Or does it feel more like you got lucky? If you are having trouble closing consistently, it may come down
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Great Companies Sell Solutions by Focusing on Value. Have you ever taken a sales call and automatically known that the sales rep was reading from a script? This is far too common. Sales reps have been taught to start off a conversation by asking a series of obvious leading questions so that they can properly
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“Why should I buy this from you when I can get it cheaper from someone else?” Have you ever been asked this question? I have. Although this question tends to feel like a curve ball, it is a very reasonable question, and it would be even more reasonable to prepare a response. The key is
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How Often are you Closing Monstrous Sales? It’s Your Presentation. How often do you get the feeling that you’ve absolutely crushed a sale? Ideally, we’d feel that way every day but sales can be unpredictable. Have you ever considered creating a sales presentation strategy to be more consistent? By creating and enacting a strategy, you
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We all know how difficult it can be to hire a good sales team, and keeping them motivated once they’ve joined the team can be even harder. This is why executing a solid commission plan that everyone benefits from is key. Tom Tunguz wrote a killer article that breaks down the data of different commission
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