Susan Enns
B Comm (Hons)
Free
Business to Business (B2B) Sales & Sales Management Training Expert
Susan Enns Quick Facts
- Main Areas
- B2B Sales and Sales Management
- Best Sellers
- Action Plan for Sales Success & Action Plan for Sales Management Success
- Career Focus
- Author and Trainer
- Affiliation
- B2B Sales Connections, Sales Professionals of Ottawa
Susan A. Enns is managing partner of B2B Sales Connections, the specialized job board, free resume listing service and sales training website for business to business sales professionals. She has a proven track record of success, with over 22 years of direct sales, management and executive level business to business experience. Her accomplishments include being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization.
She has written the downloadable e-courses “Action Plan For Sales Success” and “Action Plan For Sales Management Success”, created numerous automated sales tools, and she writes and edits the company’s newsletter, AIM HIGHER. Participating on the Leadership Executive of the Sales Professionals of Ottawa since 2008, she is currently the association's President.
For more information, please visit http://www.b2bsalesconnections.com.
Free Articles & Book Excerpts
Susan Enns Books
Action Plan for Sales Success - Not just what to do, but how to do it!
http://www.b2bsalesconnections.com/action_plan_for_sales_success.php
Action Plan for Sales Management Success - Not just what to do, but how to do it!
http://www.b2bsalesconnections.com/action_plan_for_sales_management_success.php
Daily Motivational Quotes - If misery loves company, then motivation breeds success!
http://www.b2bsalesconnections.com/daily_motivational_quotes.php
B2B Sales & Sales Management Coaching Services
http://www.b2bsalesconnections.com/coaching_services.php
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Stop Losing Your Customer's Trust
It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you fulfill a commitment, you build trust. Every time you break a commitment, however, you lose trust. In fact, you do more damage than if you never made the promise in the first place.
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Why Will Your Prospect Buy Today
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is.
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Article
Productive Joint Field Work-A Five Step Process
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is they end up taking over the call completely. Some even forget the sales person is in the room! This does nothing to train or develop the sales representative.
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I Don't Have Time To Prospect
“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting.
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Article
Do You Know Your Minimum Selling Price
Experience has shown no matter where you set your minimum selling price, a sales representative sooner or later will ask you to lower it. The question is not whether you will be asked permission to discount; the question is when should you say yes.
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Article
What You Must Do Immediately When An Employee Leaves Your Company
I have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was how long has So-and-So been gone, and more importantly, how long have emails from his customers been going unanswered.
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Article
7 Things You Should Not Do On A Resume
Over the years I have seen hundreds, maybe even thousands of resumes and I continue to review resumes every day. Based on this experience, I can state that many applicants do nothing to help themselves gain employment. In fact, in many cases, it did the exact opposite! The amazing thing is that the reasons why their resumes did not help were completely preventable! 7 Things You Should Not Do On a Resume 1. Make your contact information hard to find. Your contact information, including name, address, phone and email, must be front and center on page 1.
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Do You Always Have To Lower Your Price?
Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price, expect it. What you can do, however, is change the way you handle it.
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Article
Don't Be Your Own Worst Enemy
I participated in a few charity golf tou aments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those comments was right! They didn’t hit well off the first tee. It wasn’t that they couldn’t hit the ball because they certainly did off the next tee, but why not the first? The reason is they kept telling themselves they wouldn’t.
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Article
The Right Place At The Right Time
This is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the buying cycle to start the sales process. The branch manager asked each sales rep to call back on the same specified date in the future. Of the 7, only 2 sales reps called back. Only 2! Although this may sound unbelievable, it is more often the rule than the exception.
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Article
How To Write An Effective B2B Sales Resume
The purpose of your resume is to move you to the next step in the hiring process. Whether that is the initial interview, or to complete personality, compatibility or skills testing, if your resume moves you forward, it was effective. Over the years, I have seen hundreds, maybe even thousands of B2B sales resumes, the vast majority of which did nothing to help the applicants obtain employment. In fact, in most cases, it did the exact opposite! So why are even the best B2B sales professionals being passed over by their desired employers?
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Article
Do You Set The Right Expectations
Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now expects it. Why? Because you told them to! It’s been said many times that prospects must feel they can trust you before they will buy from you. But what does “trust you” really mean? It’s simple really.
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