For as long as I’ve been in the sales universe, the importance of a strong elevator pitch has always been emphasized. Mentors, managers, and colleagues that I have encountered tend to agree that constructing the right elevator pitch can be an effective tool in forging new business relationships.
Sales Performance Blog
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In our previous posts on social selling, we discussed strategy and the intrusiveness that sometimes accompanies this relatively new method of generating sales. Actively following and adapting these tips is certainly a good goal, but beyond that, how do you measure whether your social strategy is..
Hubspot, in the release of their 2016 State of Inbound report, revealed some eye-opening data in regards to social selling: They found that 42% of buyers were actively networking and engaging via social media with companies and individuals they want to do business with. LinkedIn and Twitter in..
Sales can be a demanding profession due to the numerous ups and downs that come with the job. A fast-paced and highly competitive environment combined with stress and pressure can be a challenge for even the highest-performing sellers. Here are some suggestions to help combat burn-out syndrome:
You may recall the scene in the movie “Glengarry Glen Ross” when Alec Baldwin’s character explains what’s at stake in a sales contest: First prize is a Cadillac, second prize is a set of steak knives; third prize means … well if you haven’t seen this movie, it’s time to get on Netflix! To many of..
During our years of providing sales training and sales consulting services, we often observe that the topic of how to talk about the competition during sales presentations can be a stumbling block for many sales organizations. It often represents the proverbial elephant in the room – it’s not..
The Fast and Furious movies have turned into one of the most successful movie franchises of all time, and this coming Friday, installment number 8 will roll into theatres. Love it or hate it, the testosterone-fueled action franchise holds a surprising amount of ideas and narratives that resonate..
I recently visited with a client and the subject of motivating salespeople came up. In this discussion, one thing I observed was the client consistently coming back to and focusing on compensation as the only driver to motivate his sales professionals. When I brought up the topic around other..
There’s having a sales call—in other words, making crucial connections that convince your prospect to believe in your solution—and then there’s actually writing up the solution in a sales proposal. Verbalizing the solution might come naturally to you, but writing it out in the sales proposal not..
Many salespeople like to talk. And at times; way too much. While it’s certainly part of the job to clearly communicate your thoughts and ideas in sales, oftentimes we go on too long with clients, and that can have negative consequences on our likelihood to win a sale. Whether you’re new to sales or..