Posts tagged as:

Sales Strategy

Sales IQ: What Assumptions Can You Make About Your Audience?

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When I say “Sales IQ,” I’m referring to the presumed intelligence level of your audience that you’re projecting when you deliver your sales pitch. Obviously there are a few ways to go. Here are some thoughts on intelligence (related to your solution) and engagement.

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The Professional Confessional: When is a sale lost?

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Lately I’ve been hitting some snags in my sales cycle. Without a doubt, my strength lies in the early stages of the sale. As the Marketing Manager for the past two years, I’ve been crafting our messaging, so I know it inside and out and can generate interest very quickly and lock in meetings. However, I’m having trouble closing.

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Marketing and Sales: Can’t we all just get along?

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Please help me understand the thought process behind separating sales and marketing; in many cases the two departments literally undermine one another. I’ve just never understood why most teams don’t work side by side: it’s like driving around without knowing where you are going. The blind leading the blind. The right side of your brain not being connected to the left.

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Writing Effective Emails: Some Lifesaving Tips

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We live in a tech world and it’s growing more techy by the minute. I know many sales reps who believe the only way to prospect is to pound the streets or make calls, but whether you like it or not, email is an essential tool for reaching clients and prospects. If you write a good email you’re far more likely to get a response than a callback from a voicemail.

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The Perfect Sales Pitch: What Would Aristotle Do?

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As a Rhetoric and Media Studies major, Aristotle’s teachings are the foundation of my approach to many aspects of business. What can we learn from his methods of presentation, persuasion and appeal to help boost Sales in a downturn?

If your presentation skills are lacking, then use this as your starting point.

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Do You Have a Good “Airplane Speech?”

This article comes from John Hirth, a sales process training consultant. When asked the question “what do you do?” responding with “sales training” leads to either misunderstanding or “objections” that will need to be overcome. I’ve learned to respond with something that is somewhat vague and non-specific but that does a good job of creating interest and starting a conversation…

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How to be Great at Sales

I used to think that there was this huge chasm between the average and the top performers on a sales team. While the results may be separated by a lot of white space, the effort required to generate is relatively close. The key difference is the top performing sales executive can have an intelligent conversation with a prospect on a range of topics relevant to the prospect’s business, the average performer can only speak about their solution…

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Confusing Your Customer? Good Work

It’s your job to educate the customer, right? Maybe not. A truly educated customer might know more about your business than you know yourself. By contrast, a confused customer always needs your help to sort things out. So it may be in your interest to keep your customers a little bit confused…

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