Many sales people struggle with accurately forecasting and ultimately closing their deals and many times never find out the reason why they failed. There are plenty of reasons why some deals will never close, and because some sales reps do not effectively qualify their opportunities, they continue to waste precious time. Continue reading “Increase Your Sales Performance With Better Forecasting Accuracy”
Probably the most important and fundamental element for virtually every sales professional, is to understand the priorities their customer has. Priorities in virtually any company typically relate to the business drivers and corporate strategy established by the executive management team, the chief executive officer, or even the board of directors.
Those priorities trickle down throughout the company into departmental initiatives. Once you understand their priorities and initiatives, you can figure out how your products could facilitate a faster time to resolution. Continue reading “The True Secret to Successful Selling”
Have you ever been in the middle of something important and someone walks into your work space and disrupts what you were doing? Continue reading “Salesman’s Best Friend: Effective Time Management”
Many sales people waste time with people that are not empowered to decide on or purchase the products or services they sell. Meeting with the right senior executives is one of the best sales techniques you can use to accelerate your time to success with your customers. Therefore, its critical to ensure that each of these meetings are productive and prove to be valuable for the executives you meet with. Continue reading “Top 10 Strategies to Guarantee Successful Executive Sales Meetings”
One of the most critical sales techniques you should employ when you acquire new customers or prospects is to start with a simple plan outlining what you will focus on. Most professional sales people do not enjoy spending time building sales plans. However, developing a simple plan will help ensure that you do not waste your valuable time. Continue reading “Sales Tips for Selling to New Customers”