Your Sales Management Guru

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Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

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High-Profit Prospecting

Your Sales Management Guru

High–Profit Prospecting. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. What is your best method to prospect and fill your pipeline? book review-.

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Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Does that sound familiar? Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

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Preparing for 2018

Your Sales Management Guru

During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. Others believed it was to increase the relationship position as prospects today more knowledgeable because of web site and internet access. Some thought that it was a 4:1 ratio.

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Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

I cringed… their attention to detail and process management was terrific, the application was designed to ensure a quality solution, but to a non-technology prospective client of theirs, it would scare them to death-way to complex. It was way too complex to show in a sales situation. Alternative close 101).

Meeting 92
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Quick Idea’s to Hit 4th Quarter Goals

Your Sales Management Guru

5) Increase your relationship contacts; make sure your Executives are involved in a prospect meeting, lunch, breakfast or phone call with your prospects Executives. 6) Use your customer base for site visits, referrals or even arrange a conference call with your prospects. 7) Rehearse key presentations.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 3. When do your salespeople move the prospect to the demo stage? 2. Additional products and services cropped up.