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 […]
Tag: #salescoaching
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” – […]
Selling in the coronavirus environment: Managing your Sales Manager
Depending on how your company is addressing challenges with sales reps’ performance due to the restrictions, communication with your manager may be more critical than ever. Thinking ahead and proactively communicating with them (vs. waiting for them to track you down) are the keys to this going well. Here are some important considerations and some […]