Tag: #increasesales

The first question in your mind should be “what do I need to learn” and/or “what am I missing”.  This, many times, will reveal what you need to find out about key areas including: Timeline and Timing Funding Decision Process Timeline and Timing Customers usually have a timeline in mind…when they want to the solution […]

Sometimes ideas for new opportunities to pursue are easier to identify than you might think… How to identify new opportunities quickly and get an action plan in place Contact someone who can act as a mentor Create a grid with customers listed on one axis and product and/or services your company offers listed on the […]

A former co-worker of mine at Hewlett Packard Enterprise has a great way of thinking about the process of building trust with customers.  Progressing from a first meeting to a customer buying from you usually requires time, patience, persistence and planning. Read below! Meet Me Hopefully the first time you meet a prospective customer it […]

Consider how much disruption you have been dealing with over the past several months.  Your customers are doing the same.  Customers have less time to consider options much less make decisions.  They want convenience more than ever before. While maintaining a robust pipeline may be challenging now, demand for what you offer will return.  Customers […]

You, as the Sales Rep, are the face of your company to the customer.  Part of our jobs as Reps is to engage your Senior Management with your customers executives.  This might have been easy when your company was smaller.  Xavier Lederer, an expert in helping companies adjust to challenges growth presents, and I have […]

I have had the good fortune of reporting to some great Sales Managers.  Hopefully you are reporting to one you like right now.  If you do, you might realize that you are in sync with your manager.  They understand your strengths and, among other things, shield you from the some of the BS that goes […]

I have posted my sales related goals fairly consistently.  When I did not, I felt my efforts “lacked focus or direction”.  In a recent inspiring conversation with Scott Weiss, Life Strategist and Personal Productivity Facilitator, he helped me remember how making your goals visible (and sharing them in some way with others) sharpens your focus […]

Time is on your side…while this is a good Rolling Stones tune, it may also be true that, due to the restrictions we are living with, you have some extra time to invest in yourself.  Here are some ideas on how to get the most out of the time you invest. Training provides a foundation, […]