Increase Sales

JULY 23, 2015

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time. 2 – Sales Conversion Ratio.

Sales Management 70

Sales Management Ideal Customer Profile Small Business Small Business 70

Increase Sales

AUGUST 9, 2013

Believe it or not, many in sales management from the small business owners, C Suite executives all the way down to the sales managers have this hidden motto within their sales teams: Failure is Job #1! These experiences have mirrored my 25 plus years of sales experience. Share on Facebook.

Hiring 160

Hiring Sales Cycle Referrals Banking 160

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MAY 4, 2017

With the turnover (churn) of salespeople as well as those in sales management, there appears to be some miss steps happening. Top Misstep #1 – Ignoring the Wisdom of Existing Sales Team. Sales managers fail to ask the rest of the sales team as to what type of salesperson is needed.

Hiring 88

Hiring Churn Sales Coaching Coaching 88

Increase Sales

MAY 3, 2017

Much of the focus on sales performance appraisals is on the salesperson and his or her results. Let me give you a more concrete example. Now fast forward to those in sales management. In today’s terms, we call that the sales culture. Business Results.

Analysis 86

Analysis Facebook Sales Management Motivation 86

Increase Sales

JULY 19, 2013

Internal – the belief system of the salesperson or sales manager. What is even more unbelievable this stupidity can still be found in Fortune 500 companies where one would think with all the sales training and research about developing a high performance culture these firms would be the last ones to continue to be stupid.

Coaching 165

Coaching Facebook Training Examples 165

Increase Sales

JULY 7, 2016

This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople. Credit www.gratisography.com. ” Source: Linkis.com.

Hiring 86

Hiring Decision Maker Lead Rank Lead Scoring 86

Increase Sales

SEPTEMBER 9, 2013

In sales, the spoken word can enhance, diminish or have no effect. No wonder there is emphasis on specific sales words. By understanding how words are perceived by the receiver can make all the difference to sales success. For example, common sales words such as need, want, or value all are perceived differently.

Small Business 139

Small Business Small Business Lead Rank Lead Scoring 139

Increase Sales

APRIL 25, 2013

Examples would include being able to identify why someone did good or bad in a task, identifying whether the performance factor was caused by the person himself, or the nature of the environment.” These sales managers may feel rush without the necessary time and supportive data. ” (Source Innermetrix ). .”

Sales Leadership 133

Sales Leadership ACT Facebook Data 133

Increase Sales

JANUARY 28, 2014

Being skeptical is probably a good behavior especially in sales. For example, not everyone is what he or she portrays. How many times have good sales people been led to believe they are sitting with the actual decision maker? Being a buddy to one sales team member at the expense of others is not good leadership or management.

Sales Leadership 129

Sales Leadership Decision Maker Facebook System 129

Increase Sales

MAY 20, 2014

” From a sales management perspective with regard to these types of individuals, it is “easier to provide” a reward structure that will motivate them to succeed. Examples of this sales leadership motivating talent would include: Titles. Source Innermetrix Attribute Index). Competitive reward.

Sales Leadership 128

Sales Leadership Motivation Facebook Influencer 128

Increase Sales

SEPTEMBER 26, 2016

Sales presentations can earn the sale or sink it. As another example, I would never include “office rent” as part of my deliverable cost. In thinking of my past corporate sales management life, I would have love to have charged for sales meetings.

Real Estate 70

Real Estate Advertising Advertising Lead Rank 70

Increase Sales

SEPTEMBER 28, 2013

I just read a blog about how social selling is on the increase from a well known sales training and consulting firm. Yet all the examples they cited are marketing. ” This is not the first time I have read or heard this false sales statement. are now considered outbound. Prospecting. Cold calls. Prospecting is marketing!

Social Selling 153

Social Selling B2B Direct Mail Marketing 153

Increase Sales

NOVEMBER 30, 2012

For example, those who are searching for retail stores, 4 out of 10 are seeking “hours of business.” If you are a small business owner, in sales management, then now is the time to move your marketing to the world of mobility. ” The local search market is projected to nearly double from its revenue of $5.7B

Small Business 133

Small Business Small Business Retail Engineering 133

Increase Sales

AUGUST 9, 2013

Sales communication must be clear, crystal clear if a sales team or an individual salesperson desires sales success. In some case it means actual sales recorded (provided only hard numbers) in other cases it includes submitted proposals, works in progress proposals and projected revenue from existing pipeline.

Sales Forecasts 121

Sales Forecasts Forecasting Proposal Report 121

Increase Sales

JULY 18, 2013

A Real Life Example. A small business owner with under 20 employees calls and wants to have a meeting to discuss his problem in sales that being his sales team’s “inability to increase sales.” Inconsistent sales management. No clearly articulated shared vision.

Small Business 160

Small Business Small Business Coaching Facebook 160

Increase Sales

APRIL 20, 2017

Today there is incredible emphasis on sales numbers. CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales. For example, my purpose is to be a trailblazer.

Ideal Customer Profile 86

Ideal Customer Profile Churn Analysis Facebook 86

Increase Sales

APRIL 23, 2014

In business and in sales this may be counter intuitive because to give away solutions (products or services) does not move the business forward. Small business owners to sales managers do not want their sales teams giving away the store. Social media is a good example of givers, takers and matchers.

Small Business 152

Small Business Small Business Social Media Compensation 152

Increase Sales

JANUARY 22, 2018

Review your sales goals daily, weekly and monthly. Use agendas for meetings with your sales management or other colleagues. Model as a sales leader the desired behavior. For example, let your sales prospect know that you only want 30 minutes of his or her time. Align your time to your sales goals.

Lead Rank 118

Lead Rank Social Media Loyalty Sales Goal 118

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SEPTEMBER 22, 2012

They say a closed mouth gathers no feet and possibly if your are seeking a new competitive how to increase sales strategy possibly this one of sales intelligence gathering using silence may just be the trick. And yes there are already proven tools n the market place that can assist you with acquiring that sales intelligence.

How To 131

How To Webinar Metrics Competition Small Business 131

Increase Sales

OCTOBER 11, 2013

Here are a few examples. Would you believe a Global Fortune 500 firm has no sales strategy specific to establishing its solution in a new vertical that is already thick with established competitors? The last six months for me has only reaffirmed this growing trend of the ignorance of corporate leadership.

Facebook 144

Facebook Trends Strategy Coaching 144

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AUGUST 27, 2017

For example, the DISC Index is a great tool to understand how the individual communicates and reflects his or her behaviors. For salespeople who understand DISC, they can leverage that knowledge to improve their relationship building as well as sales conversations with sales leads to centers of influence.

Lead Rank 86

Lead Rank Lead Scoring Motivation Facebook 86

Increase Sales

DECEMBER 2, 2014

With the positive role awareness, those with this sales leadership temperament are “pretty comfortable with themselves in general.” ” For example, these salespeople might want the big, glamorous accounts. ” However these individuals may “choose roles that they feel will enhance their self-esteem.”

Sales Leadership 131

Sales Leadership Hiring Facebook Positioning 131

Increase Sales

APRIL 23, 2012

These crazy busy small business owners to management and sales executives because of what they believe seek solutions to the symptoms or shadows of the real problems. The inability to increase sales is one example of symptom fatigue. Possibly a small business coach or sales coach is hired. Credit www.sxc.hu.

Small Business 169

Small Business Small Business Hiring Coaching 169

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AUGUST 30, 2013

For example, an executive sales coaching client with a Fortune 500 Global organization is looking to sell in a new vertical. Sales management admitted very little research was done within this new vertical. The result to date is the sales team is working in different directions with very little accomplished.

Small Business 137

Small Business Small Business Direct Mail Face-to-face 137

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APRIL 27, 2017

The SMB owner, sales manager or salesperson look to those big sales obstacles, those roadblocks that are keeping them from sustainable business growth. ” Maybe it is time to see the sales training and development landscape with new eyes? Additionally, sales limitations reflect the overall sales culture.

Facebook 88

Facebook Sales Training Account 88

Increase Sales

JANUARY 28, 2014

I truly wish I would be paid for the number of times in working with executive coaching clients who are top performers I have heard about those in sales management roles from the CEOs to sales managers who expect and worse yet demand unrealistic expectations from their sales teams.

Sales Leadership 131

Sales Leadership Coaching Policies Sales Cycle 131

Increase Sales

JUNE 30, 2014

Usually the small business owners to even those in sales management must integrate marketing activities with selling activities and thus begins the sales objections confusion path. For example, if your sales lead or prospect cannot make a buying decision this is not a sales objection, but rather one of poor qualification.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Increase Sales

NOVEMBER 19, 2013

Sometimes people do not recognize what may be hindering their sales success. For example, “bells and whistles” are part of many selling solutions. Unfortunately to achieve sales success the powers to be (sales management to executive leadership) look to the bells and whistles to be the profit centers.

Small Business 145

Small Business Small Business Objections Travel 145

Increase Sales

JUNE 23, 2016

Maybe that is why some SMB owners to professional salespeople favor what I call the re-start sales mentality. This is when bumps in the business road happen a new CRM, a new sales manager, whatever is brought in to overcome or really re-start sales to even marketing activities. Example of Re-Start Sales Mentality.

Direct Mail 70

Direct Mail Trade Show CRM Facebook 70

Increase Sales

APRIL 6, 2016

One of the greatest obstacles to ROI is upper leadership and management not understanding all the variables involved in achieving those desired results. For example, sales people can learn certain sales skills, but if the sales manager does not reinforce them or tells them something contrary, then ROI is out the window.

ROI 70

ROI Education Coaching Facebook 70

Increase Sales

AUGUST 20, 2015

How many times in the sales fact finding do salespeople look to solve symptoms instead of the real problems? For example, small business owners come to me and other sales coaches because they have a sales problem. No alignment between sales goals and strategy and operations including better sales fact finding skills.

Decision Maker 70

Decision Maker Small Business Small Business Social Media 70

Increase Sales

DECEMBER 8, 2016

Sales coaching continues to grow from internal coaches, sales managers to the hiring of external coaches. For example, one of the questions I ask any coaching sales lead is “If you were being interviewed for a job and asked to share your strongest talent, what would you say?”

Sales Coaching 70

Sales Coaching Lead Rank Lead Scoring Coaching 70

Increase Sales

APRIL 19, 2012

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common. Other sales research supports how many have bought into this how to increase sales myth of work smarter not harder. For example, up to 50% of all sales leads are not acted upon.

How To 170

How To Face-to-face Small Business Small Business 170

Increase Sales

FEBRUARY 19, 2013

(Sales Training Coaching Tip: Selling on value usually ignores what is important to the buyer because the premise beings with the salesperson as he or she learned through the sales training.). For example, years ago I had a meeting with a VP of Sales for a large manufacturing plant.

Training 127

Training Discount Buyer Analysis 127

Increase Sales

AUGUST 27, 2011

For example A would equal 1 and T would equal 20. When asked to do something, are your first or second thoughts, something like “I can’t do that” or “Why did the sales manager ask me and not …?” If you want a quick PMA lesson, listen to Jeff Gitomer’s video. Here is a quick activity.

Positioning 141

Positioning How To Facebook Video 141

Increase Sales

OCTOBER 15, 2015

During the last quarter of most calendar years, businesses begin planning for the next year especially when it comes to sales training. Sales managers to small business owners look to sales skills to increase sales. Their major barrier was not sales skills, but the workplace culture. This may be a mistake.

Ideal Customer Profile 70

Ideal Customer Profile Twitter Small Business Small Business 70

Increase Sales

OCTOBER 13, 2015

For example within the consulting and training industry, November, December and January are historically slower months because all dollars have been spent. What I did as sales manager was to analyze the peaks and valleys for the past several years to determine how to improve meeting sales quotas. Credit [link].

Quota 70

Quota Meeting Social Media Ideal Customer Profile 70