Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and...
Is it true that most sales reps don’t hit their goals? My friend Tiffani Bova shared 26 Sales Statistics that Prove Sales is Changing and one of them is that sales professionals spend just 34% of their time selling so it is no wonder that 57% expect to miss their...
You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right? What’s Your Plan? How are you planning on making sure your team hits and exceeds its goals? Setting your number and...
Working to improve sales at small companies is always challenging. Every company leader I work with wants rapid, exponential growth. It’s not that exponential growth isn’t possible, but there’s a lot of change that needs to happen and few resources to make it...
It’s not what we do or how we do it. It’s the ‘why’, that makes the difference. I frequently get asked “What’s the number one thing that will increase sales?” Although strategy, tactics, process and people make a difference, there is...
Written by: Liz Heiman-Zagorodney of Regarding Sales and Marketing Do you know what your coffee costs? Personally, I don’t really want to know how much I pay for a cup of coffee. The real question here is not about the value of a cup of coffee; it’s...
We have all been asked a million times, “What do you do?” How do you answer the question? Do you launch into a long winded explanation, or do you say something boring like, “I’m in sales at ABC Company.” Your answer can make or...
Here I sit, the queen of follow up, writing a post about follow up because the past few weeks I have failed miserably at it. Everyone blocks time on their calendar to attend an event, whether it be a trade show, conference or a professional organization’s...
It never hurts to go back to basics and regroup. When it comes to social media, things are changing so fast it is tough to keep up. Here are 8 tips to help you look at your social media plan in a basic way that will help you excel. 1. Take a look at your current...
Networking is one of the easiest and most important things you can do to increase sales. But just showing up doesn’t cut it. This series will show you how to make the most of the networking events you attend. But before we get started ask yourself these questions:...