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 […]
Tag: #remotesales
Why mini-breaks can help you sell more
I used to think endlessly grinding was how I should approach looking for new business. It took me a while to realize that the inevitable fatigue was not yielding the desired results. However, when you regularly take “mini-breaks”, how you feel about your selling effort and the results improve! What to optimize while selling Selling […]
How much do you practice presentations?
Have you ever “winged” a presentation? I know I have in the past…generally, I did not like the results. If you pursued being an athlete, musician or other endeavors, I imagine you invested time into practice to improve your chance of success. How you can approach practice, learn and have some fun doing it… Watch […]
Asking for an order feel awkward?
Particularly if you are new to selling, asking for an order or to close a deal can generate some anxiety. If you have participated in athletic or other competitions, you have heard the term “choking”. No worries…it’s normal. I have been playing tennis competitively for almost 50 years and still get nervous at key moments. […]
Getting “ghosted” by a customer?
This is a common topic…my 7/23/2021 email focused on reflecting on your preparation. I thought some ideas on how you might move forward would help… Do not take it personally Move on…it is business Identify other contacts in the account Who else do you know in the account that might be able to help you […]
Handling objections – customer does not want “something new”
People are naturally resistant to change. Customers become comfortable/complacent with current solutions even if there are deficiencies. How might you address this challenge? Identify why there is reluctance to change Customers want to look good internally in their organizations. They measure “perceived risk” with going to a new solution. If they put effort into selecting/implementing […]
Got goals?
What do you want to accomplish in 2021? We all have many distractions…so here is the challenging part…establishing and staying focused on the goals. Why have goals? Ever feel like your selling effort is not focused or lacking direction? Having goals gives your selling effort purpose and enables you to “recenter” yourself when you feel […]
Got issues you cannot control?
We all face many challenges in our selling effort. Some issues you cannot control (e.g. supplier, technology, weather). However, you can control how you communicate with your clients. What is the best approach? Proactive Do not make your clients chase you for updates. This will erode the trust you worked hard to build. Be sure […]
Which sales opportunities to pursue?
You are one person with “X” amount of time…where do you focus your selling effort? Deciding between smaller opportunities that have shorter sales cycles and larger opportunities that take longer to close can be challenging. A couple of ideas that may help you prioritize… How do you define a “Qualified Opportunity”? Having a definition for […]
How to make it easy for the customer/hiring manager to pick you!
Since face-to-face meetings are still rare, communicating the value you provide has become increasingly difficult. This applies whether you are in a sales role currently approaching customers or interviewing with a prospective employer. Have no fear! John Madigan, President and CEO of Executive Talent Services, LLC in Farmington, CT has a simple and highly effective […]