Understanding the Sales Force
JANUARY 14, 2019
Wireless remote controls? For those of you who are my age or older, do you remember the first time you saw color TV? For me it was the Tonight Show with Johnny Carson in the early 1960's. Or the first time you watched Cable with more than 6 channels and without snow? OK, that was all in the 1960's. Let's skip to the 1980's.
The Pipeline
NOVEMBER 7, 2016
This exercise will be hard for those who are already lying to themselves by proclaiming “sales is not a numbers game”. There are many other lies, one of my favourites is the wireless rep who had to drive a battery across town right at the time he was scheduled to prospect.
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Understanding the Sales Force
SEPTEMBER 23, 2013
If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more), or that people must have (wireless service), then you can easily replace salespeople with marketers. is not the obvious choice in your space.
The Pipeline
SEPTEMBER 25, 2013
I often ask the cold calling is dead crowd, what advice they would give a young and/or new territory rep, new to a copier, transport, wireless, telco, MRO, or other similar company, not the 10 years veteran, but brand new rep: cold call or not? Just like they used to. What’s in Your Pipeline? Tibor Shanto.
SBI Growth
SEPTEMBER 29, 2012
However, there are a few things to keep in mind before you start: Win-Loss Interviews are typically part of a larger, complex initiative such as Sales Process or Account Segmentation. Win-Loss interviews should be led by an impartial third-party, not the Sales Rep.
Increase Sales
JANUARY 22, 2013
Dad also stressed that those who successfully attracted attention and built solid relationships had a greater success in earning the sales because the first two or three of these sales objections had been greatly reduced or as Dad said “had a lid put on them.” Funny, according to Dad, you are also the first sales objection.
Hubspot Sales
NOVEMBER 29, 2021
Find gaps in your sales process where a disproportionate number of prospects fall off. Telecom (Wireless): 4.60%. Pore through your expense reports to pin down any frivolous or unnecessary spending. Evaluate your marketing strategies and service infrastructure to see if you can improve how you attract and retain customers.
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