Selling is one of the world’s most popular professions. It’s estimated that there are approximately 15 million people in the U.S. alone who are employed in sales. Many enjoy the freedom afforded by sales and are attracted by its generous income potential. Yet while the selling profession is relatively easy to break into, it’s difficult [&hellip
At the start of 2016, many recognized leaders in sales management predicted that this was the year when social selling became part of mainstream B2B selling methodology. For the most part they were right. In Spring, CSO Insights released their 2016 Edition of Sales Best Practices Insights. Over 71% of their “Best Performers” group had [&hellip
Problem: Mark was a high tech salesperson, selling complex hardware and software solutions to distribution companies. Relatively new to the job, his ability to close was frustratingly poor. But he was in good company, as the other salespeople in the company suffered from the same problem. Diagnosis: Bernie was Mark’s sales manager, and was “old [&hellip
This is the transcription of the Webinar Dan: So I will talk fast and hopefully you can promise me to listen quickly and if there’s any questions at all, please leave those as Brad’s as he is monitoring and will make sure that we get properly on those. But let me just also say that [&hellip
Problem: It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day. “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total [&hellip
Problem: Mitch’s company sold data storage solutions. A five-year veteran of selling, he called the other day for some coaching. He said that he had just completed a one-hour meeting with one of his top prospects, a large retailer who was a key prospect for his company. He explained that he had experienced difficulty getting [&hellip
Problem: Most salespeople hate cold calls and aren’t very good at making them. As a result, cold calling activity is limited and they never seem to improve. We all get cold calls on a regular basis and most result in failure. See if you can relate to any of the following. Diagnosis: The first 10 [&hellip
Problem: One of the biggest challenges that salespeople face is getting appointments. People are constantly bombarded by marketing messages via the media enticing them to purchase. Prospects receive daily calls from salespeople who want to see them, so it’s no wonder that they treat most requests for meetings with skepticism and suspicion. This unfortunate fact [&hellip
Problem: Companies invest many thousands of dollars attending trade shows annually. Often the results are disappointing. When asked why they continue to attend, we hear things like, “if we don’t attend our customers will think we’re in trouble” and “our competitors are there, so we need to be.” Hardly an offensive strategy, wouldn’t you agree? [&hellip
Problem: Mike’s company had developed a new product line and, for the moment, his primary responsibility was cold calling to develop a list of prospects for it. Mike’s last serious cold calling activity was a few years ago and he remembered the frustration involved with trying to get past the gatekeepers. Today it seemed even [&hellip
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