Every day, windows that allow us to be persuasive are opened. Most people can’t identify these moments, nor do they understand how to capitalize on them. But doing so is a matter of recognition and skillfulness. The first part is identification. Do you know how to respond when you or your company receives a compliment? There’s certainly a strategic step, here. These factors may have never even entered the fold for your business growth strategies. But the best companies certainly have leaders that can be described as persuasive. They have pull. And their power within their industry allows them to…
Jonathan Farrington has a sweet story on his blog about a pigeon named Percy who never gave up. Percy flew round and round, attempting to seduce a mate, and even after several rebuffs, Percy kept coming back. Eventually his love interest relented. It was fated! So what does this have to do with account development and sales? A lot, and it’s very simple: Be persistent. Here are some encouraging stats from The Results Corporation that ought to keep you at it: 60% of clients buy after five “No’s” 22% after the second “No”…
Creating goals isn’t as simple as it seems. You need to have a balanced approach, and sharpen the necessary skills to accomplish your goal. Discipline, responsibility and other factors go into your ability to reach goals. Dan Lappin from Caskey Achievement Strategies knows how to meet demands and goals. In this video, he is presenting directly to a client who needs help in this area. He stresses the importance of changing the way you think. Motivation is something that may be lacking in many people’s business lives. This can be fixed and improved for the better with relative ease. Goals…
What happens when you don’t take a customer referral seriously? How does it affect your sales and your account development? “It not only costs you one possible sale but all of the potential future sales that you have lost because you compromised the relationship you have with your referral source.” What you need to do, writes Keith Rosen over at Jonathan Farrington’s Blog, is acknowledge, acknowledge, acknowledge. Thank each person on your referral team when you: Get the Referral: “Reinforce the fact that each referral will be taken care of and given…
When it comes to business and account development, remember: your business advantage is you. “Winning means creating an advantage. It means getting some kind of edge. But there is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal and professional development.” S. Anthony Iannarino has a very motivational post over at The Sales Blog that discusses your personal potential to make connections, blow away sales numbers, create a distinct competitive advantage, and land the dream client, all based on your own leadership…
The first step in assembling an elite sales team involves identifying the greatest challenge facing the sales team. This will vary between companies, but addressing it will universally be the same first step for all companies. When you build a sales team, you need to be hiring with the environment in mind. Not all salespeople will thrive in certain environments, so this should be a consideration. You also want to supplement your employees with the necessary technology for them to be successful. When you have a complicated sales process, you need to consider all of the facets involved with your…
Sometimes sales management lends a hand when closing a sale. When this happens, it might make you, the salesperson, feel undervalued, perhaps even a little worthless. But don’t be sad! The Sales Blog explains why: You’re still a good salesperson A helping hand doesn’t mean you’re no good. Perhaps you were meeting with high-level executives within your dream client’s organization and needed a similarly-ranked individual’s presence. Also, management’s experience driving sales probably exceeds yours—but that doesn’t mean you aren’t knowledgeable! You still earned the opportunity “If you need them to push it over…
Sales tips, while abundant, are very useful for those looking to sharpen their skills.
With so many challenges facing the average sales professional, it’s critical to continually improve on one’s sales process and sales methodologies. And the best ways to improve in this regard is to read up on the latest tips and tricks when it comes to sales. There is a plethora of relevant information available for those that are interested in seeking it out. Simply perusing blogs is a terrific way to fill your tips quota and focus on your own personal employee…
Have you noticed a lag in sales? Slower than usual account development? Maybe it’s time you looked at your leadership from the outside. Having worked as both an outside coach and an inside sales manager, Mike Weinberg suggests making the switch from the latter to the former. He has four reasons why—here are the first two: The Most Impactful Changes Happen Early Outside coaches are quicker to the draw, especially during the critical first few months. Working from the outside presents more opportunities to jumpstart new engagements and it also rapidly develops…
Nostradamus was a man of many predictions.
Unfortunately for sales and marketing teams, he wasn’t in their field. As such, any hypothesis that can be made about sales can be retraced to hard facts that underpin the predictions. In 2011, you can expect a lot of changes to the sales process and customer experience. Other alterations that put extra emphasis on closing sales will be seen, too. Reinventing the buyer experience will be a priority in the new year. By giving the buyer more expanded options and services, you’re putting them at ease. And…
