Tag: #sales

How do you know if you are on a good track toward closing a deal or at least gathering the necessary information?  One approach is to start with a clear understanding of how you want to define a “Qualified Opportunity”.  Thoughts on where to start… Key criteria No matter what you are selling, the following […]

How you can learn a ton from co-workers and drive more business!

In my 1/14 post I shared some thoughts about what is fair/not fair to assume about college students who are interviewing.  A common concern I hear from college students is “I do not have actual experience in a sales role”.  Employers understand you may not have the actual sales experience, but are (should be) really […]

Do you have many competitors? How are you approaching trying to stand out?  Some ideas for you in this 49 second video…

The sudden shift to work-at-home might have made it easier to reach important contacts for a few months.  However, companies are figuring out how to have calls screened despite working at home.  Some creativity and planning will have you successfully reaching key customer contacts.  There are two sides to this story – you and the […]

I have recently worked with many college student helping them prepare for interviews and getting off to a good start in new sales roles.  They are all bright, hard working and overall very impressive.  Early on, I had to eliminate expectations/ideas normally associated with experienced salespeople and found it was important to identify “where they […]

Onboarding new sales reps can be challenging, particularly if you are either in a small organization or have many other priorities to juggle.  In my first sales role I was sent to Dayton, OH for 3 weeks of training.  When I returned I was told to “go sell”…not the greatest way to start.  Here is […]

How many meetings with customers have you left where there was no agreement on the next call or meeting date?  How often after meetings are you saying “I wish I had asked for (A DESIRED NEXT STEP)?”  I know I have done this my share of times.  How to ensure it becomes part of your […]

We all have been there…spent a ton of time on an RFP and got “nothing”.  If you look back at some of the RFPs you have responded to, did you feel like you were guessing about what it would take to win?  I certainly had a few early in my career…not a great feeling.  Winning […]