Differentiating your “selling effort” whether you are a salesperson, marketing/operations/engineering professional or interviewing can come down to one concept…respecting the time of every person you encounter in your “target” organization. This includes everyone from the person who answers the phone to the executive you are trying to meet with. Why a reminder about basics? I […]
Tag: #remotesales
How standing up improves presentations
Since most presentations are virtual for the time being, it is harder than it used to be to share your passion and energy during a presentation. We spend a ton of time sitting as we work from home. Why not do something different to energize your presentations? Thoughts on why this is important and how […]
How close is your CEO to your 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 […]
Like your Manager? What to do before they leave.
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 […]
Why making your goals visible will help you sell more!
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 […]
Selling in the coronavirus climate: Find training/coaching that builds your confidence
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, […]
Inside the mind of your next Sales Manager
If you are considering changing sales roles and/or going into a sales role…read on…some insight that will help you prepare. Ken McGovern, President of KMR Executive Search, has many years of experience providing retained search services for companies in a variety of industries. During a recent conversation with Ken, he provided some great insight into […]
How resilient is your customer base? Enough to reach your goals?
If you were to segment your business, what percentages would follow key characteristics such as: Number of companies Company size Spend with your company Geographic location Industry Specific solution your company offers Now apply business, economic and other trends that are impacting your customer base. What does the information start to tell you? Are you […]
Understanding your customer’s “buying season” and timing your effort
Customers, as you may know, have “buying seasons” where they are focused on bringing in solutions they view as critical to their business. Understanding when your customers’ buying seasons take place and what they are focused on before and after those seasons will play a critical role in your success. Some thoughts on how your […]
Make it easy for the customer/hiring manager to pick you!
Since face to face meetings are rare due to concerns regarding the coronavirus, 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, […]