Sales Training To Grow People. And Grow Businesses
From the category archives:
As sales trainers, we are asked often how to generate new customers. Yet, when I talk to CEO’s /VP’s I hear all the time that “we don’t sell enough to our own clients.” Or “If we never got a new customer but expanded our business with our existing customer, we would be obscenely profitable.”
So what’s [...]
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OK. So now you think the Holidays have gotten to me. No sales funnel? How could that be?
Here’s how. There is a step BEFORE the sales funnel takes effect and that is the WAGON WHEEL. In the illustration, I’ve used four different ways the prospect gets into the funnel.
Of all sales problems that exist now, [...]
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Have been thinking lately about the idea of a “process” in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need the business, rather than ALL THE TIME.
I sometimes feel like we all (including us) make prospecting really [...]
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As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount of time in ‘creative discussion.’ So, if you hire us, you get all of our eyes, ears and minds to help you solve a problem. We actually have worked quite [...]
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Last week I was consulting a client who uses free seminars as a prospecting tool. They really do give a lot of information at the program–so even if no sale is made, goodwill is created. But they were having trouble getting people there. They were cold calling–mailing-emailing. With not much to show for it. So [...]
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As a sales trainer, I find most of our work over the years to be skill related. You know…sales strategies…selling skills…closing skills etc., But a few years ago, that started to change. Clients were bringing us in to deal with “revenue problems” not just sales problems. These are not just semantic differences–and stuff of another [...]
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The game is selling. But the rules have changed. Cold Calling is out. Social media is IN. Convincing and persuading is out. Community and attraction are in.
As your company sits in board rooms and talks sales strategy, then think about Social Media as one leg of execution.
Definition: ‘Social media’ (SM). SM is the interaction that [...]
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Seminars are outstanding ways to generate “conversations” with prospects—and ultimately leads. But if done poorly, they can ruin your brand. If you’re a sales professional and you are asked to do a seminar, then take these into consideration.
FACT: Every company has expertise that lends itself to sharing at a seminar (telephone, webinar or face to [...]
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By Brooke Green
I was having coffee with a friend of mine today. He’s a bright, strategically-minded guy, however, he made the oddest comment. He is an owner of his company and is in front of prospects and clients on a regular basis. He also happens to know a lot of high level people in the [...]
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Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today.
As a trainer for B2B sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the biggest [...]
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