You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales script [...]
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association. Choose from over 130,000 associations in the United States alone that represent practically any industry at national, international, regional, state and local [...]
Who decides what happens in your day? If you’re a sales professional, the answer should be “me,” but each day you face a blizzard of activities that compete for your time and you’re bombarded by distractions. As a result, you bounce from urgency to urgency, from phone calls to emails and one interruption [...]
Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify “preferred behaviours” in sales managers when they were working closely with their sales representatives. The outputs were interesting and helped my colleagues identify [...]
sold to such a sophisticated client base had to follow some sort of secret code just to get access to an elite clientele. But as it turns out, the issues that a sales rep faces when selling to high net worth individuals is not all that different from those issues that are faced by [...]
After the countless hours of product training and skill development and relationship building, your efforts culminate when a prescription is filled at the pharmacy.
When you consider that pharmacists talk to the same physicians that you talk to, about treating the same patients that you talk about treating, it’s obvious that pharmacists play a [...]
I really just don’t get it.
How can so many businesses be missing the lead generation boat by such a long country mile?
Billions of dollars in profits, flushed away!
Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!
Now before I continue, let me just say that some of you who read this might [...]
The short answer is, “Yes!”
The longer answer is, “Yes, and here’s why.”
Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon. You really know the value of upper [...]
Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure [...]
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn’t get them to do what he [...]