Yearly Archives: 2020
Building a Virtual Personal Brand
Once reserved exclusively for celebrities, star athletes, and other famous people, these days it seems everyone has a brand. Now, more than ever, with so much of our lives taking place in a virtual environment, it is vital for salespeople to establish themselves as serious professionals with the knowledge, expertise, and experience to provide solutions […]
Ways to Stay Productive When Working From Home
As a result of recent restrictions on gatherings, many businesses have been forced to have their employees work from home. In a bit of irony, I find myself currently writing a blog about working from home on my home computer, after our workplace temporarily closed shop. It can be a difficult transition. We are all […]
Practical Tips for Coaching Inside Sales Reps
There are considerable differences between inside sales reps and outside sales reps. That extends to coaching them, too. With increasing adoption of inside sales by organizations, we thought it was an excellent opportunity to discuss the best practices for coaching a team of inside sales reps. Take advantage of the ease of calls access. When […]
What’s Better – A Young, Inexperienced Sales Team or a Veteran, Tenured One?
As an award-winning sales performance company, we’ve seen it all – teams that are young and inexperienced, those that are proven and established, and a mix of the two. One of the questions we hear often is whether it’s better to have a young, green team or an older, tenured one. The short answer is […]
Is There Such a Thing as a Born Salesperson?
I’ve always held the stance that talent and skill are two distinct, separate things. Recently, I came across the perfect illustration of what I mean when I saw the American Idol audition of garbage man Doug Kiker: Talent is that which can not be taught. It’s a born, inherent ability. Doug Kiker has pure talent. […]
Why Your Onboarding Process Needs to Align with Your Sales Process
A little while we talked about how to structure a formal onboarding process. One of the first things we mentioned is that you need to design your formal sales process first before you can even begin thinking about onboarding. It raises the question of why and that’s what we’ll be discussing today. Your sales process […]
Why the Phone Is Key to Effective Prospecting
In our increasingly technology-driven society, using the phone to make a call or talk to people seems an antiquated concept. Memes abound of telephone conversation avoidance. This mindset has seeped its way into some sales professionals and organizations. The thinking goes that today’s buyers hate talking on the phone, it’s too hard to get through […]
Sales Experts Share Their Top Tips to Overcome Sales Slumps
Whether it’s a run of bad luck or just an off stretch, nearly everyone goes through slumps. Even the greatest athletes will experience droughts of individual success. In most cases, things correct themselves and return to normal. But what about cases where it continues? That points to a potentially more fundamental issue. And in sales, […]
A Brief Overview of Sales Proposals
Sales proposals can be a valuable way to gain business. But they involve a lot of time and effort – resources that can go to waste if you’re not taking advantage of them. We provided some technical advice earlier this year (links found at the bottom), but wanted to take a step back and look […]
