To meet that challenge, leadership skills must evolve. Your sales manager’s number one job now is to teach and refine the skills of sellers to help them hit their peak and stay there.
Colleen Francis is owner of Engage Selling Solutions.
As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so -- repelling buyers and making them think, "It's a salesperson, how do I get them off the phone?”Read More
Word-of-mouth marketing is one of the most powerful tools in sales today, and yet, it remains deeply misunderstood and underused.
In my extensive sales training work in North America and abroad, even when I’m working with highly experienced professionals, I find many can’t fully explain word-of-mouth, how to create it, or why it works.Read More
If you are miserable working with a client and you know that they are not profitable for you or your company, they are not going to be well served by you. And, if they are not being well served by you, they will not achieve their desired results and you have created a lose/lose situation. You’re not helping them reach their objectives and they’re not helping you reach yours.Read More
Remember “cramming” in school? You tried to compress three months of preparatory work into 24 hours of nightmarish tension, and you were lucky to scrape by with a barely passing grade. Why would you subject yourself to that repeatedly as part of your career -- constant stress to be mediocre at best?
Qualifying the prospect is a huge step toward completion of the sales pipeline. At this point in the sales process, you have to make a critical decision: Is the information received in the qualification good enough to continue the relationship or is it time to disqualify the prospect?
There are only three outcomes of a completed qualification. One, the prospect is qualified fully and can move to the next pipeline step.
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