Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensating for the disadvantages. I spoke with a salesperson recently who said she is finding it difficult to monitor buying signals now that she cannot see...
I have been in sales for a long time and have still not met a successful salesperson who enjoys prospecting, especially cold-calling. The top 7 reasons most often cited are: 1) it is a waste of time; 2) the list of prospects that I am working from is out-of-date and...
The answer is – not quite, but it is on life support. The pandemic has completely changed our buying and selling behaviors. We have reach an inflection point and are now transitioning to a “new normal” in selling -- and this is a transformation that is as predict that most companies...
A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usually capable salespeople and may be ahead of quota at various points in the year, but then either just focus on closing business or...
Maybe you’re the #1 salesperson in your organization. You always meet or surpass your quota. You make more money than 80% of your peers, because just like the old Pareto Principle says, you’re in the 20% of superstars at your company. The others envy you and you know it. Secretly,...
Have you ever called on a prospect that showed genuine interest, provided access to decision-makers, stated they had the budget to proceed and promptly returned all of your calls – but has not yet purchased from you? The prospect passed all of the markers of a “qualified prospect.” Perhaps they...
Many salespeople have difficulty competing against the challenging decision by a buyer to not make a purchase and remain with the current solution. The decision may be to 1) do nothing, stay put, or accept the status quo, or 2) continue with the current supplier. How should a salesperson best...
Is the cost of doing nothing or remaining with the status quo really zero? Certainly, there may be times when the cost of remaining with the current situation, system or arrangement is zero, but that is the exception, not the rule. In classical economics we learn that an opportunity cost is...
The good news is that you have recognized that you are a “Quota Sloth.” You recognize that you tend to let your pipeline building and business development activities slide while you keep busy trying to close sales, follow up with prospects – and perhaps even take it easy. You know...
Does a corporate prospect purchase a product because they are thrilled with the features and functions of a product that your team has demonstrated? Is it because they have an immediate need to fix a problem? Or maybe an executive needs to accomplish a strategic goal this year? It could...