Sales Archives - Vistage Executive Street Blog
When we tell someone what we do (we normally sound just like our competitors) or what our product does, we have to hope the suspect Read More
In a recent blog, I shared my new favorite book, authored by Stephen M.R. Covey, The Speed Of Trust. I shared Covey’s work regarding the Read More
It’s called an elevator pitch, a 30 second commercial and a value proposition. Whatever you choose as a name, the goal is the same: deliver Read More
What’s the best way to transition a sales account? It’s a good question.
Handing off accounts – or transitioning territories – is a potentially touchy Read More
Meet Eddie. Eddie is a prospect that has been in the sales pipeline and forecast WAY TOO long. You know this prospect. He is the Read More
Emotional intelligence and sales are usually not even put in the same sentence. Sales management professionals often confuse emotional intelligence with being soft and a Read More
What is a practice proposal? Practice proposals are those time consuming documents created for prospects that have no intention of doing business with your company. Read More
At the start of the 20th Century, there were no CEOs, CIOs, CTOs or CFOs. There was no Lean or Six Sigma. The first Read More
To paraphrase Mark Twain, “The rumors of telephone prospecting’s demise are greatly exaggerated.” There’s a reason for that. Today’s plethora of social networking tools have Read More
Contrary to the popular expression, in the world of sports, winning isn’t everything. It turns out coming in second isn’t bad either. When you come Read More
You’ve all seen this salesperson. He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for Read More
One of my clients has a veteran salesperson, let’s call him, Bob. I’ve known him for years. Bob is a very charismatic person, an absolutely Read More
The myth of a “Sales Focus”
- We are a “sales-focused” organization!
- This year’s strategy is to focus on sales.
- Nothing moves until you sell something.
They are watching what you do, & there is NO in-between! Who wants to admit they are “Herb” from WKRP in Cincinnati or “Willie Loman” Read More
It’s one of the most common questions that I’m asked. “Troy, how should I pay my salespeople?” Most of the time, I demur, because paying Read More
Business Strategy, “Revenue Strategy,” deployment, execution, planning, and budgets where does one start and another end and does it really matter? Are they all the Read More
How are you using your CRM to improve your sales process? Do you have a process that allows you to stay ahead of the trends Read More
Are you getting the results you want from your sales force? If not, maybe it’s time to give yourself a checkup. You do that for Read More
Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to Read More
My most surprising vacation was to Salem Massachusetts. I had been in Massachusetts hundreds of times and Salem at least 3 times. This time I Read More
Calls are en vogue again. According to BIA Kelsey, 64% of businesses say inbound calls are their preferred type of lead. A call converts to Read More
Early in my prior business, I learned a valuable lesson about why it’s important to focus on business results. This lesson cost my team the Read More
In a perfect world, business proposals are offer solutions to problems faced by prospective customers. Business proposals are supposed to help buyers get the exact Read More
You will successfully sell to prospective buyers when:
1. You proactively compel them to invest in the buying process
2. Buyers opt in as a Read More
Do your employees understand what you want? Resolve to create performance clarity.
This is the 2nd installment of a discussion about fuzzy job Read More
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