If you’ve been in sales for more than a day, you know how tiresome and time consuming can be all the sales related tasks which are not considered “actively selling”.
There are so many steps on the way to actually being in a sales pitch, that we tend to forget the fact that we’re supposed to “always be selling”. In fact, a recent McKinsey Global Institute Report shows that only one-third of salespeople’s day is spent on selling. The rest is spent on tedious sales tasks and administrative work.
However, how do you get to this desired sales pitch without going through all these steps on the way? Good question..
On this post we’ll cover a few sales hacks for faster and smarter sales: Continue reading 4 Sales Hacks for Faster and Smarter Sales
Salespeople deal with more negativity on a daily basis. More than almost any other professional. Every signed deal came after countless “nos”, phone hangups, evasions.. You get the idea..
However, in order to keep on going and get to the “yes”, you need to continue trying, again and again, until you succeed.
The list below is here for you. Having a bad day? Got another no? Read through the following list and remember that all these great people who said them, had to go through countless failures in order to succeed. And succeeded big time!
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Continue reading 10 Motivational Quotes That Will Inspire Your Success
Here are some time management tips you can use to help you get productive and focused on your sales funnel and deal flow.
Choose whichever tips resonate with you. There should be something here you can put into action straight away. You might also find it useful to come back to these tips at a later date and see what else you can do to boost your time management skills. Continue reading 8 Time Management Tips For Sales Productivity
There is a saying in the business world which goes: “a happy customer is a loyal customer“, and customer loyalty is highly sought after. Numerous studies have shown that increasing customer retention rates by a mere 5% can increase profits by up to 95%, and the cost of keeping a customer loyal is only about 10% of the cost needed to bring in a new customer. Putting together a good retention plan will increase your company’s profits while simultaneously reducing its costs. (Guest Post)
In today’s world the market is flooded by numerous companies and the customer is likely to be well informed and know where he can get the most bang for his buck. This is where you need to step in, make sure he chooses your company, and is satisfied with the result.
So how does one go about retaining customers? Continue reading Happy customers will always come back
On the previous “Weighted Pipelines” chapter we tried to understand how salespeople and sales teams can determine the REAL probability of a deal being closed.
It came down to setting a clear set of reliable parameters they can measure their progress against. Only by evaluating their pipeline worth using those clear set of parameters they can expect to assign real value to their projected revenue.
But how would you drive a systematic approach into your-day-to-day actions once you have your 80% probability deals lined-up? Continue reading Why should all salespeople wage war on “Weighted Pipelines”? (Part 3 of 4)
Being smart is not enough to be successful.
Even the smartest person in the world, can stumble upon a conversation unprepared and seem as not the sharpest tool in the shed 🙂
On the other hand, regardless of how intelligent you are, you can make a great impression and seem smart.
The next best thing to being an intelligent person is having people think you’re intelligent.
Fortunately, sounding smarter is a skill that can be taught and practiced. Practice the following techniques to quickly make yourself seem smarter: Continue reading 6 Speaking Habits That Make You Sound SMART and CONFIDENT + Bonus Video
Experienced sales reps know that some questions are the key to understanding customers and prospects. But what are these questions? And how to ask them?
Asking the right questions at the wrong time or asking the wrong questions, can scare your potential customers and make them walk out from a discussion – or even worse, it can be so annoying that these potential customers will simply go buy somewhere else.
Therefore, we need to find an elegant way to ask our prospects guiding questions, questions that will make them reveal their needs and pains, while maintaining a friendly attitude and not adding any pressure to the process.
Below are 5 questions that does exactly that.
Use them on your next sales meeting to improve your closing rate immediately: Continue reading 5 Power Questions That Will Close Your Next Sale
Last time we talked about how “weighted pipelines” distort reality.
This time we’ll dive deeper into why they do so and what can be done about it?
The simple truth is that a “weighted pipeline” is a really lousy way to calculate projected pipeline value . It simply takes the total $ value you place on a deal and based on the stage you are at with that deal, it assigns a certain percentage or likelihood of you closing that deal. Continue reading Why should all salespeople wage war on “Weighted Pipelines”? (Part 2 of 4)
Productivity is a big word.
It’s business definition is: “a measure of worker efficiency, such as one hundred units per hour”
Given the fact that we’re all are juggling through various tasks on our work and personal life, successful people are in constant search for ways to increase and improve productivity in order to do more in less time.
Below is a list of simple and doable productivity tips. Following this list will improve your productivity and help you get things done. Continue reading 7 Productivity Tips for Salespeople
We all understand that in order to succeed, we need to set business goals. And in order to define goals, we need to select specific measurements to measure.
However, each company/department has different metrics they’re focused on and determining what metrics to focus on is often the hardest part of leading a team.
Luckily, for those of you who came across this post, this is your lucky day!
Since this blog is focused on sales, on today’s post we’ll review a compilation of sales metrics by Rain Group, which gathered 102 metrics to help you measure your sales team work.
Please note, the list goes beyond the traditional metrics. Taking notes of these objectives and implementing them into your work flow, will help you get a full pictures of your team performance.
So what are you waiting for? Start measuring 🙂 Continue reading 102 Sales Metrics Every Manager Should Be Tracking [Infographic]