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How to Control Sales Conversations

CloserIQ

Many sales representatives only start to think about closing the deal later in the sales process. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach. This should guide the rest of your approach in sales conversations.

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Improve Sales Performance with 3 “Art of Sales Management” Functions

Pointclear

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. Identify the problem.

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Product Centric Selling, It Really Is About Us!

Partners in Excellence

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals? Yet, why do so many organizations fail to do this?

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You Need Momentum Now for The Climb Ahead of You

Anthony Iannarino

Don’t Stop Selling. It’s a terrible idea to stop selling. Even though some will use any crisis to try to increase sales, doing so with a terrible bedside manner, and oblivious to the fact that they are self-oriented and calling on people who are not their targets. Don’t Stop B2B Sales Training. Don’t Stop Coaching.

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Sales 3.0: The End of The Road for The Autonomous Sales Rep

SBI

One enticing benefit of the sales profession is the freedom and independence it offers. I can’t tell you how many times in my sales career I heard, “just keep hitting your numbers and no one will bug you.” Companies seek sales reps that can think and act on their own, epitomizing self-motivation and self-reliance.

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Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

SBI

It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks. In sales, it happens all the time, and always with less-than-favorable consequences.

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7 Methodical Approaches to Increasing Revenue Velocity

SBI

In sales, we battle two voices. And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. .” People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2.

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