Leads

Just like a soft handshake, a poor opening statement can negatively color the rest of a critical conversation with your buyer. With new buyer conversations being a delicate line to walk, why not do everything you can to start it off right? Placing a lot of gravity on your opening statement will train you to … Preparing for your opening statement with a new buyer

Research Techniques How can you relate to your prospect company? How can you really know what is best for the company? Researching your prospect company is essential for full, well-rounded understanding. Do your homework Researching about your prospect company must be completely on your end. Keep in mind that prospects, especially top executives, have minimal … Research Techniques for getting to know your prospect

To create dead-on messages, you have to know the ins and outs of your prospect – from daily struggles to big-scheme goals. Getting an in-depth knowledge of your prospect involves looking outside of the box. Don’t just rely on what the company’s “About Us” page can offer or a few insider comments. Get to know … Understanding your prospects

The workplace is sure to bring an array of people, each with distinct personality types. Take the good, the bad, the ugly, we all have different styles of communicating. As a manager or co-worker, having an understanding of personalities will help you understand how to make an efficient and happy work environment. You can learn … Understanding personality types in the workplace

Often times at the end of the workday, nothing seems to have gone the way you expected. With all of the unexpected surprises that the workday brings, it’s difficult to stay on top of what is important. Here are a few guidelines to help ensure that you make your day the most efficient it can … How to manage your time

When understanding a prospect, it is extremely useful to gain insight through a sales coach. A coach can help with understanding the customer’s budget, decision-making process, likely competitors and more. Not only should the coach be extremely knowledgeable in your prospect’s field, but they should also have a personal desire to help you make the … The benefits of using a coach

Every sales manager loves team members who are “self-motivated” mainly because it makes their job as manager, well, easier. Just because some people are more “self-motivated” than others doesn’t mean they can’t be even more motivated if the right environment is set in place for them to succeed. A large part of the sales manager’s … Motivation – The Sales Manager’s Part

If an organization is churning through salespeople, it’s probably time to examine the sales process in place supporting the sales team. Top sales people will not stay in organizations without solid processes around them.  In fact, a recent study done by the TAS Group stated that sales staff turnover is reduced by 39% when a … Solid Sales Process