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ARTArticle***3 Lessons From Successful Sales Teams In A Down Economywww.SalesisSimple.com
I agree…it has been a challenging year for most sales organizations. However did you know there are some sales professionals and organizations that are actually thriving in this environment? It’s true. How are they fortunate to excel? Is it luck? Hold that thought…
As a ...ARTArticle***5 Simple Tips To Sell Our Way Out of This Crisis...www.salesissimple.com
Pres-sure [press-er] verb def. - the exertion of force by object in contact with it.
OK Sales Reps, Sales Managers, Directors and Entrepreneurs...a show of hands - how many of us are feeling the pressure right now? Agreed!
As a Sales Management Consultant, I see the ...ARTArticle***5 Strategic Marketing Tips For Small Business OwnersThere is one challenge that, above all others, can have the most dramatic impact on the success potential of your business – marketing.
Without a steady stream of new, qualified prospects coming into your business each and every week, your business will eventually dry up and be blown away ...ARTArticle***5 Tips for Getting Meetings with Corporate LeadersC-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected. Worse yet, of the ones fortunate enough to get meetings, most are never able to ...C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected.ARTArticle***6 Actions To Get You Prepared For NetworkingWhen prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help.
Resulting Problem
People lose motivation and waste time making cold calls. They get nowhere slowly. Even worse, the ...
When prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help.
Resulting ProblemARTArticle***6 Simple Steps to Creating a High Performance Sales ForceNeed to build a high performance sales culture quickly? Have a desire for sustainable sales results? If you are like me, you understand mediocre sales results will implode your business given our current economic environment and competition being so fierce. Additionally, there are far too many ...ARTArticle***7 Advanced Sales Training Skills Required For C-Level Selling – Part I, InterviewingEverybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.
Selling typically is not a destination career. But when ...Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.ARTArticle***7 Reasons C-Level Relationship Selling Eliminates the Need for Low Price Bidding1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like.
2. The other thing I learned ...1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like.ARTArticle***8 Ways to Get C-Levels and Gov’t Exec’s to Start Spending in this DepressionRight now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now. It looks badly and ultimately the fear ...Right now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now.ARTArticle***Accurate Sales ForecastingForecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost.
The simple system ...Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost.ARTArticle***Be Distinct Or Be ExtinctCustomers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes.ARTArticle***C- Level Selling: Increasing Your Chances of Winning Competitive BidsThe key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline.ARTArticle***C-Level Relationship Selling - 10 Tips For Developing C-Level RelationshipsDevelop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously.
1. Use your ...Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously.ARTArticle***C-Level Relationship Selling During This Recession Requires More tha
Getting People to Like YouGetting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling. Hopefully this will clear up why liking doesn’t make a relationship nor put money in ...Getting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling.ARTArticle***C-Level Relationship Selling Eliminates The Need for Low Price Bidding – A Case StudyHere is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.
Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.ARTArticle***C-Level Relationship Selling Requires Differentiating Your Company to Your Customers’ C-Level ManagersCustomers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort.
Many believe selection is based on price. I say not really. A “better” deal – ...Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort.ARTArticle***C-Level Relationship Selling: Selling at the Executive Level -The 5 Elements - Part II - FocusEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives.
So this five part series is intended to ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives.ARTArticle***C-Level Selling - Generating More SalesSales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services.
Based on the options above, the chances of success for making more sales are:
• Existing Customer – Existing Products/Services ...Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services.
Based on the options above, the chances of success for making more sales are:ARTArticle***C-Level Selling During This Recession - The Low Price IssueI was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn.
As I introduced ...I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn.ARTArticle***C-Level Selling: Executive Relationships - The PrimerFor people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-center leader and his or her staff. These ...For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.ARTArticle***C-Level Selling: Fear Is a Sales Person's Biggest ChallengeFears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other statements about this executive, ...Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected.ARTArticle***C-Level Selling: How TCreate And Manage Large AccountsLarge Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants to manage a large account has to get to ...Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff.ARTArticle***C-Level Selling: Move From Vendor To Preferred Supplier by Relationships Selling Corporate Leader$Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account.
The sad truth is that most sales people believe they are high ...Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account.ARTArticle***Choosing the Right RFP’s and Avoiding the Wrong RFP’sIn this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you.
Knowing what RFP’s you can win before you bid is critical to your success ratio. Keep in ...In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you.ARTArticle***Developing Positive Self Esteem and ConfidenceLack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that. But ...Lack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that.ARTArticle***Eliminate 2 Common And Critical Selling Mistakes by Using C-Level Relationship SellingThe New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new technology or new services to new accounts. ...The New Account SyndromeARTArticle***Executive Reluctance: 5 Tips for Overcoming Fear and Making the SaleWhat goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.
Most sales people quickly boast ...What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.ARTArticle***Getting Hired During A RecessionGetting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to ...Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to none.ARTArticle***Getting Started with Online MarketingThere is a lot of attention being put on internet marketing these days… search engine optimization (or SEO), social networking, podcasting, vlogging, blogging, RSS, email marketing, article marketing, etc. And more tactics are being added at an astonishing rate!
So how do you determine ...ARTArticle***Hiring Salespeople? Quick Tip on Reducing "Hires Remorse"...OK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys. ...