Do You Sell Shallow or Deep?

  By Suzanne Burgess Whilst some salespeople are simply too laid back to care, most salespeople who stay in the shallow water do so because they lack confidence at some point in the sales process. Shallow selling, i.e. just doing the bare minimum without too much personal effort is pretty easy. That’s when you go to see a client and sell them the easiest “solution” you have available – perhaps your entry-level sales offering. You know how to sell it, the client is already ... Read more

Does your company’s sales strategy allow for collaboration?

  By Suzanne Burgess Many entrepreneurs collaborate with other non-competing companies to generate sales and add value to their clients. When values align and mutual trust and respect exists, it sets the stage for extremely successful joint ventures and long-term relationships. This formula will work for salespeople. Discuss whether your sales environment supports creative collaboration and if you are all truly reaping the benefits of joint venture possibilities that are out there. Are you missing out because you are closing the door on potential ... Read more

What Do You Know About Lead Nurturing?

  By Suzanne Burgess How does a lead, perhaps someone's name scribbled on a piece of paper by a friend, somehow turn into a major deal? The answer is obvious - by nurturing the development of that lead carefully through the necessary sales process stages, over time it will most likely metamorphose into something worthwhile. Providing you apply the right process of course. Your CRM system will assist you track how well your process is aligned to what you do on a daily ... Read more

Does Your Sales Team Have A Sense of Urgency?

By Suzanne Burgess   Moving a sale along is all about creating a sense of urgency. This doesn't bode well for those who have a fairly laid back approach to selling. Creating a sense of urgency is closely affiliated to correctly understanding the client's needs. If you haven't articulated the value of what it is you are selling, then the potential client won't understand the potential loss that they incur by postponing their buying decision.  The caveat is though, that although shortening your ... Read more

The Benefit of Sales Focus ain’t no Hocus Pocus

                    By Suzanne Burgess   In sales, if you can't focus, your thoughts and actions are scattered all over the place, as are your sales efforts. Professional salespeople are focused. They are planners. They prioritise. If you find that you suffer from a lack of focus, then change the way you approach your daily tasks - get back to basics and master the skill of planning and prioritising. If you don't have a documented sales pipeline, that's the first problem that needs to be ... Read more

“Self-confidence is the Memory of Success”

By Suzanne Burgess   The most confident sales-people are those who give themselves credit for their accomplishments - including all those "little victories" throughout the day. Get that loud committee in your head to start acknowledging all of your wins and positive sales accomplishments. Boost yourself daily. Pat yourself on the back for each forward advance you've made towards your sales target for the day, the week and the month. Self confidence is a baseline requirement for a successful salesperson. Confident salespeople look for new business. ... Read more

Does your Sales Team know how to discuss value?

By Suzanne Burgess   Price is what you pay - Value is what you get. -- Warren Buffett There is no such thing as absolute value in this world. You can only estimate what a thing is worth to you. - Charles Dudley Warner The ability of a salesperson to articulate the value of his or her product or service is a vital skill that is often not mastered as well as it ought to be. It also needs to be articulated differently in ... Read more

Tracking The Sales Team’s Appointments – A “Leading” Sales Indicator That Needs to be Monitored

As a sales manager or business owner, one of the key “leading” sales indicators to keep track of is your sales team’s daily face-to-face appointments with prospects and customers.   [Note:  “Leading” sales indicators are mostly activity-related. “Lagging” sales indicators are mostly revenue-related. By monitoring leading indicators you’re in a far better position to predict future sales revenues because you can keep an eye on whether or not there’s enough happening weeks, if not months before you need to hit those sales targets].   Maximizer ... Read more

End of your Financial Year? Use Maximizer to Gain Serious Insights into Your Sales Stats

  For many companies, the 28th of February is the last day of their current financial year. It’s also the day that Sales Managers and Max Administrators need to do some basic housekeeping. This housekeeping relates specifically to their annual pipeline as their sales year wraps up. Analysing annual sales, marketing lead-generation, database, customer service and pipeline statistics is a vital management function indeed.   Let’s just focus on the pipeline for now: Accuracy is key. Of course, the idea is that you should ... Read more

How Clear is the Communication at Your Company?

For good or ill, your conversation is your advertisement. Every time you open your mouth, you let people look into your mind. Do they see it well-clothed, neat and business-like?" - Bruce Barton Does management effectively communicate changes and instructions to every member of the team or is there a problem? Is there an effective feedback mechanism between salespeople "at the coalface' with clients and the rest of the company? Clearly articulating ideas and instructions are essential attributes of a salesperson. The ... Read more
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