Eyes on Sales

This article is an excerpt from the new book Top Dog Sales Secrets. Jeb Blount explains how use of the confirmation step, "with the exception of qualification, will have a greater impact on your closing ratio than any other in the sales process."

Social media has exposed the gap between corporate claims and the customer’s experience. Virtual communities have given end users a voice unfiltered by management. The end result of this power shift is that end users have become more vocal and demanding about their experience.

A mentor once told me that she never buys from someone who doesn’t ask for the sale. It was an off-the-cuff remark, but it turned into a powerful lesson for me.

Matt Drought explains how a Warren Buffett statement about pricing can also be used as a mantra that directly relates to selling, price and value.

Cold calling is probably the most challenging of all sales situations. We ask telesales reps to convince people they have never met of the value of products or services of which they may have never heard. There’s no chance to shake hands, make eye contact or let the prospect personally inspect what’s being sold.

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer.

Team Building: A Data Architect's true story and the valuable lessons we can take away from knowing our co-workers outside of the office.

People continue to say how cold-calling is dead and how in today’s environment, it no longer can be cost justified. Let's look at the "yes" and the "no."

Few people would argue that training is one of the best investments you can make in your telesales team.  Training is directly related to employee satisfaction and job performance.  It also provides one of the best returns on your investment if you leverage that investment properly.  The way you do that is to follow up training with coaching.

If you are like most sales leaders, you are trying to figure out how to keep the sales team energized and excited when it’s 87 degrees and sunny outside.

Please join us for this insightful webinar that will focus on how to shorten the sales cycle by eliminating common sales mistakes. We’re privileged to have Dave Kurlan, CEO of Objective Management Group and CEO of David Kurlan & Associates, as our featured speaker.

This webinar is Krista Moore's encore performance for discussing the value of utilizing sales process to outsell the competition.

Let's discuss why having a sales process is so important and begin to help you better understand the key elements that make a sales process successful. Chances are you already have something like a sales process in place, but unlikely that you have taken the time to document it, create support material for it, train around it, and ensure everyone is executing it in the same manner.

We hear it all the time: What are customers actually buying? Thanks to tough worldwide economic conditions, money is tight, sales have never been tougher, and qualified leads are much harder to procure.  Is there a way to get prospects to buy?

In our research, we’ve found that companies still want and need what you’re selling. They’re looking for ways to improve business efficiencies and reduce costs, but there’s a key difference: They need your help to make purchasing easier and to reduce their risk.

ThoughtDrivers and Landslide Technologies have partnered to help address and overcome the unique sales challenges facing LTL Carriers today. This partnership offers the first LTL Sales Automation CRM designed to address the pain points specific to the LTL industry for sales professionals AND sales leadership.