June 19, 2018 – Prospecting

Don’t respond to an apathetic prospect with a sales pitch. That only drives them further away. Instead, thank them for their time and check back in a few months to see if their situation has changed.

June 12, 2018 – Prospecting

To maximize your conversion rate of inbound leads, respond within an hour. Studies have shown quick responses result in 7x higher qualification rates than those who reply after an hour, and an astonishing 60x greater lead qualification rate than those who wait 24 hours or more to respond.

June 5, 2018 – Presenting

It’s important to take into account influencers during the sales process. Winning influencers can convert undecided decision makers, and failing to convert influencers can lead to missed opportunities.

May 29, 2018 – Presenting

After a sales meeting, analyze how the meeting went, with an emphasis on how you can improve for future presentations. This will allow you to better tune your meetings for each customer and be more successful overall.

May 22, 2018 – Sales Enablement

A great sales compensation plan is simple to understand, tailored to your company objectives, and uses a variety of motivational factors.

May 15, 2018 – Opening

Developing your emotional intelligence and rapport with customers matters more than ever. Gallup research shows customers are 12 times more likely to buy from a sales rep they like.

May 8, 2018 – Coaching

Everyone can benefit from sales coaching, but research shows it’s the middle performers on your team who profit the most.

May 1, 2018 – Sales Process

When measuring the outcomes of your sales process, highlight both leading and lagging indicators to identify the areas most in need of improvement.

April 24, 2018 – Discovering

It’s important to ask your customers targeted questions in order to understand their needs, but don’t barrage them with a list of pointed questions so they feel as they’re being interrogated. Keep it conversational – focused and friendly, not pushy or probing.

April 17, 2018 – Discovering

Actively listening requires listening not only for words or key phrases but also for content, meaning, and feeling. It means paying attention to both vocal qualities and body language. It requires taking notes of the customer’s words and phrasing and summarizing what the customer has said and validating the issues that have been discovered. There’s more to listening than just hearing words.