Problem: The CFO was worried. For the past six months the company’s margins had been dropping and now they were at the point where something had to be done. Finance had researched the situation thoroughly and the finger was pointing directly at sales. Analysis: Ron, the new sales manager, was brought in from outside the [&hellip
Problem: Mike, an experienced software sales rep, prided himself on being a results-oriented, take charge guy who was able to close effectively and get his customers to make decisions quickly. He felt his strength was to show prospects how his product would help them reach their business goals. He liked to get right down to [&hellip
Problem: Stan always felt uncomfortable in those first few minutes when meeting prospects for the first time. He sensed that his prospects felt the same way when he met them. He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income. Analysis: You’ve heard this one [&hellip
Problem: I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.” In fact, time management and follow up skills are frequently cited as major challenges that sales managers tell us that their salespeople face. Yet we find that salespeople often [&hellip
Problem: Alligator Software had just introduced a major revision to their software but, in spite of tremendous initial enthusiasm, sales fell far short of expectations and management started to receive complaints about the conduct of their overzealous salespeople. Analysis: Alligator was proud of their latest upgrades, so much so that management was convinced that they [&hellip
Problem: The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and [&hellip
Problem: One of the most common objections salespeople get is about price: “That’s a bit more than we were thinking about paying.” “Your prices are kind of high.” “That’s way out of our budget range” are typical comments. Salespeople tend to be very aggressive in their attempts to overcome price objections and begin dropping their [&hellip
Problem: Tim, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and had gotten behind on a proposal that he needed to finish before the end of the day. Then he got a call from Gene, a prospect who introduced himself by saying, “I’ve heard great [&hellip
Problem: Jeremy had been selling for 15 years and was feeling a little frustrated lately. He honestly evaluated his job in sales and figured out that there were some things about selling that he really hated. Top on the list were: chasing prospects who don’t return calls, wasting time doing proposals and presentations for prospects [&hellip
Problem: Sean was frustrated. Twice in one month someone in the prospect’s organization had sabotaged him after he thought he had made a sale. In both situations he’d been in front of the decision maker, but both sales fell through nevertheless. Ever happen to you? Analysis: Sean had done a great job of getting in [&hellip
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