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 […]
Category: Uncategorized
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 […]