How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all? I have had periods of time where I have been focused on closing the next deal and forgot to promote the value of a project recently completed. What is an effective approach to ensure the […]
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Discussion with UCONN Sales Management Class – Differentiation throughout the Sales Process
On Thursday January 30, I had the privilege of speaking with UCONN business students taking a course called Sales Management & Leadership with Assistant Professor Bill Ryan. This course is part of a Professional Sales Leadership curriculum offered by UCONN. This curriculum is a tremendous opportunity for students either looking to pursue a career in professional selling or to improve their understanding […]
Ramp up your pipeline quickly – brainstorm with a mentor
Have you recently started a new sales role or is your pipeline of opportunities not large enough? Finding new opportunities (and growing your pipeline) may be easier than you think. How do you identify them quickly and get an action plan in place? Contact someone who can act as a mentor Mentors can be someone […]
Prospecting – Increase your success thru preparation
In many sales roles there is a lot of focus on volume of calls when prospecting. However, without enough preparation, your time and effort can be wasted. Investing time into preparation should also make you more comfortable with prospecting, particularly if it is not enjoyable. What are some key components of preparation that can get […]
Add value by NOT SELLING all the time
Early in my career I was solely focused on closing business. You could say I was a “bull in a china shop.” Fortunately, I had some great mentors and co-workers that showed me why it is important to not be selling all the time. I started to understand that getting to know my customer contacts […]
More than Speed: How to Get your Customer’s Attention
When an email hits your inbox or a customer calls interested in your company’s services, responding quickly is surely a priority. However, giving into the urge to respond too frequently without sufficient regard for the quality of the information, may leave you frustrated by lack of customer response. Speed is not everything. The customer’s perceived […]
Why Differentiation is Critical for a Sales Representative
Let’s say you are a sales representative for a technology company trying to call on IT Directors. How many of your competitors are doing the same thing? The following is a small sample (thirteen) of the types of companies that might call an IT Director. This could easily become 30-40 vendors calling the same IT […]