A wise colleague once told me: “Being an enterprise salesperson means looking at yourself like a franchise. You can use the resource the company offers you in marketing, operations and business development but in the end of the day you … Continue reading
Cold calling is one of the most intimidating activities in sales. Truth be told, it’s not that bad. The fear of the cold call is based more on a personal dread of rejection than anything else. Cold call rejections are … Continue reading
I’m proud to use this space to introduce you to a valuable event: The ClickTale Forum is an exclusive event for the web optimization community hosted by ClickTale, in Manhattan on October 30th. This all-day event will feature bestselling authors … Continue reading
Receiving an RFP from a prospect early on in an engagement can feel very exciting. But is it a good sign?
Posted in Sales
Tagged procurement, RFP
Selling a game changer is special. But, it takes a game changing kind of salesperson to do it right.
I was recently asked: What should a sales person learn to grow as an elite? What abilities should he/she build to become top 1% on this position? The short answer is CLOSING.
Imagine a scenario where everything went perfectly. They loved the product, they responded really well to your presentation, you hit if off personally and they even scheduled time to discuss next steps. But then, nothing. No returned calls. No responses … Continue reading
At some time or another you’re bound to have viewed the Alec Baldwin sales monologue from the movie Glengarry Glen Ross. Most people are introduced to it in sales meetings. It’s used to expose salespeople to the no holds barred … Continue reading
This may be the one environment in which it is more appropriate to tell rather than sell.
Qualification is the skill that sits at the tip of the spearhead of sales craft. The essence of qualification is identifying who you’re talking to, what they do, who they do it for and whether they can purchase.