Your Sales Management Guru

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Sales EQ-a book review

Your Sales Management Guru

In the book Jeb explores the questions to ask, not to ask and the power of beginning with easy, broad-open-ended, moving to probing, clarifying and moving the sales to the next step. As Jeb states:” UHP’s seem to know exactly what to ask at exactly the right moment while remaining engaged with the stakeholder.

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Inspire Sales Confidence: a job for sales leadership

Your Sales Management Guru

This kind of confidence increases that first call impression that leads to building the trust and confidence the prospect MUST have in the salesperson to transact a business opportunity. It also gives the salesperson the swagger to think clearly, communicate exactly and close effectively.

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Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

So why is it that conference calls require us to call in and deal with these hassles? Why do we subject our clients to the same frustrations when we want them to join a call – why not just call them? That’s exactly what ZipBridge does, an innovative new way to host a conference call.

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College Commencement Address

Your Sales Management Guru

Today is a unique opportunity, for you as you leave this University and move on with your lives, but also for me, as I have the opportunity to share insights and thoughts about this world we live in and your responsibility to impact. As a Boy Scout we were taught to always leave the camp site in better condition than when you arrived.

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AMP UP Your Sales

Your Sales Management Guru

In my 16 years of sales management consulting I have found it to be a key success factor-the concept of a defined-specific sales process map. While many sales leaders believe they have a sales process, Andy’s explanation of changing a Light Bulb as compared to a sales process is exactly correct!

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Sales Management & The Impact of Social Media

Your Sales Management Guru

Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel, commented that in his research on the topic; “social would overtake websites as the #1 source of information and online engagement in 2012”. This is exactly what I believe is the direction we will move.

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Sprint to the Finish–It’s that time of the year…

Your Sales Management Guru

How about doing site visits? Can an existing client or a vendor contact help create credibility with prospects? Plot-closing strategies. Think about why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers.