Category: Sales Management
Strong sales management is about visibility and accountability. SalesNexus CRM gives leaders the data they need to monitor activity, pipeline health, and forecasting. Explore tips on coaching, KPIs, and tools that empower your team to perform at their best.
In the 21st century, Put Offs Are Your Friend
A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To...
Getting a prospect’s Pain over the phone
If you sell over the phone, you know that establishing trust and rapport over the phone can be a unique challenge. When you’re not face to...
Sales Technique is about Organization
Typical sales people are not engineers. They’re not detail oriented. They’re right brained types, creative, impulsive and extroverted. Sales people like to make things...
Sales people wanted
Wow! If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs… Here’s...
The Ultimate Take Away
I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler...
Never answer an unasked question!
I was working with one of my sales reps yesterday on a sales opportunity. Very common situation, very common mistake, very expensive! The client is...
Sales people don’t have to be scary!
Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of...
Simple steps to identifying prospects that will buy
Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up...
Fire a Prospect
Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the...