Customer Management

Always be prepared to walk away.

Being ready to qualify out of a sale usually will mean we don’t have too. Some sales deals we just don’t need, or want. When the customer gets too difficult, wanting too much for too little, we should qualify out of the sale and walk away from the deal. Strangely, always being prepared to walk [...]

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4 Essentials for Success in Sales

Sales Coach

Successful sales people display the same characteristics in my experience, but those characteristics aren’t the ones most people would expect. They don’t include ambitious, aggressive, gregarious, social, pushy, or any of another 20 we might think of. But they do include the qualities we would look for when wanting to buy from somebody! That shouldn’t [...]

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7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance. Once the customer relationship has been established, the sales guys job should be about driving more value from it. This isn’t just the age old difference between hunters and farmers. Sales reps charged with farming an account should also be hunting out new [...]

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Top Sales Performers Help People Buy

Sales Coach

The sales guy who contributes his/her specialist knowledge to help make sure the customer buys the right thing wins easy business, at the best prices,

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My Customers Are Smarter Than Me

Sales Coach

Are yours smarter than you? Experience has taught me there are two basic personality types in selling. One which cares THAT the customer buys, and another that cares WHAT the customer buys. I’ve come across plenty of the first type and even worked with a few, but always preferred to be the second. The reason [...]

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Qualifying Sales With Content

Sales Coach

In my experience there are two types of salesman (male or female). One who cares THAT the customer buys, and another who cares WHAT the customer buys. The hit and run guy will take any order, for the commission check. The other guy is selling to get satisfied customers who pay top dollar and give [...]

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Multi Dimensional Business Management

Management Built In

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Increasing “Selling Time” Productivity

Sales Manager

Reps want to make more commissions. Managers want to maximize revenues. Owners want to spend more time on customer satisfaction. There are two schools of thought about just how to do this.

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Get a CRM Built for Your Business – 10 “IFs”

CRM

Choosing software built specifically for our vertical market can seem attractive. After all, implementation should be easy, we should have fewer adoption issues and somebody else has figured out all the answers.

But life isn’t as simple as that, as many CRM users have found out.

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