Make Your Follow-Ups Count
The Sales Bible Prospecting can get to be a lot like learning multiplication tables – mindless repetition of the same process. Often we send out letters to our prospects, then call to ask if they received the letter, and what do they say? “No!” Let’s look at other ways of following up on that initial […]
Benefit From Account Reviews
The selling advantage A regular account review is an excellent way to keep in touch with your regular customers and let them know you are interested in their well-being. Set up a tickler file to keep track of all the notes about your key accounts and personal items to review before each sales call. On […]
Move Over, Rambo
Looking to inspire your coworkers? Try this suggestion at your next team building session: View a popular movie that promotes some value or skill pertinent to your job. Some possibilities include Wall Street (ethics), Jerry Maguire (sales), Norma Rae (leadership), and Twelve Angry Men (conflict resolution).
Sales Killers You Must Avoid
Most salespeople concentrate on learning how to make sales. But they also need to learn how to avoid some common ways of killing sales. Sales trainer John Graham has identified some attitudes and assumptions that can keep you from reaching the top. Are you the victim of any of these sales killers? “I know more […]
When Sales and Marketing Work Together, Great Things Happen
“Marketing” is the discipline that strives to bring prospective customers to the “seller.” “Sales” takes the product or service to the “buyer.” When the two are bought into harmony with each other, great things can happen. Marketing encompasses all sales promotional activities such as advertising, public relations, and marketing services. Through marketing, a company discovers […]
