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 […]
Tag: #salescoaching
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 […]
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 […]
Thinking about a sales role? Cooking for others (or serving) is a good start!
If you have cooked for other people and/or have been a server in a restaurant you may have a good start on the skills required to be a good salesperson. Ask your average person what makes a good salesperson and you will hear “a good talker”. In fact, success as a salesperson primarily is based […]
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, […]
Adjusting how you prepare for sales presentations
You likely had an approach to preparing for presentations that worked…until about late February. Creating a new process or adjusting your current process is likely necessary in order to maximize results with your customers. What changed (as a result of everyone working from home)? What worked until late February Until recently if you needed to […]
Keeping your sales toughness
Selling already requires preparation, creativity, patience and persistence. Considering business is harder to find and sales cycles have become longer, your willingness to “keep at it” while being sensitive to customers’ challenges is being tested. How might you maintain or enhance your sales toughness? Re-evaluate your goals Figuring this out starts with your ability to […]
Not Selling in the coronavirus environment: Maybe the best questions you can ask your customers
I am still hearing frequently it is considered “tone deaf” to try to drive a sales opportunity forward with many customers. Consistent with this theme, Avi Smith-Rappaport, President of We Care Computers in West Hartford, CT has been asking business colleagues and friends “Do you have everything you need?” Avi recently told me this question […]
Selling in the coronavirus environment: What your executives can do for you
Why is it usually hard to schedule your executives to connect with your customers? In addition to having a lot of demands on their time, they were travelling! Since that is not happening at least in the near term, you have a unique opportunity to connect your executives with your customers. Go on “offense” – […]