Insights — Page 12
Insights for sales leaders.
Save the Salesperson, Not the Sales Call (Mar 2012)
Joint sales calls go wrong when sales managers take over. Why managers should coach the salesperson on the call instead of saving the sale themselves.
CPR for Sales: Consistent, Persistent, and Resilient
CPR for sales stands for consistent, persistent, and resilient. Why these three habits matter and how practice and coaching make sales skills stick.
Onboarding New Sales Hires - Doing It Right
Product knowledge alone does not make new hires sell. Why onboarding should teach new salespeople to communicate that knowledge to qualified prospects.
Dealing with The Price Shopper
My boss asked me to get pricing on whatever it is you sell. How to handle the price shopper call without discounting before the conversation starts.
Getting the Prospect to Return Your Call
Prospect voicemail boxes are full of messages from people they do not know. How to leave one that earns a callback instead of an immediate delete.
Removing the Sludge from your Sales Funnel
A sales funnel works like any other funnel until the sludge builds up. How to spot the deals clogging your pipeline and clear them out for good.
Dress for Success: What Salespeople Should Wear
What you wear shapes a prospect's first impression. Practical guidance on how salespeople can dress for customer meetings and protect their credibility.