Sales calls are more than just a conversation. They are very much a component of a process that is designed to sell. Therefore, they are something that must be monitored, measured, analyzed, and improved. Like most things involving human interaction however, sales conversations are both an art and a science. There are both tangible and […]
Everyone feels the constant push-pull in sales. You want to make the big deal happen. However, the buyer isn’t yours to control. You want to push. You have to be patient. Pushy? Patient? You gotta be both. Being pushy is not about asking for the order. Buyers expect that from you. Though it has no […]
Experience is a great teacher. There’s a limit, however, to how much it can teach. Ben Franklin, one of the Founding Fathers, wrote, “Experience is a dear teacher, but fools will learn at no other.” Ben Jonson, the English playwright and poet who was a contemporary of Shakespeare, also chimed in on the subject. He […]
2 min read - August 10, 2020
What’s Your Sales Truth?
What’s your sales truth? You can’t spend a minute on LinkedIn or some sales forum without encountering people claiming to be the sole possessors of previously unknown sales secrets, sales truths and sales hacks that have the power to transform your life. What these “truths” have in common is that they all claim to provide […]
You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]
Since the beginning of the COVID shutdown period, I’ve read 33 business books. Reading is part of my job. I interview a ton of authors on my podcast “Sales Enablement with Andy Paul.” And, unlike most podcast hosts, I pay my guests (and listeners) the respect of actually reading their books, cover to cover, before […]
In light of recent events, numerous companies are taking their teams remote. This means that many sales managers are either taking their sales reps remote, or are operating a geographically dispersed team for the first time. When you manage a remote sales team, there is an incredible amount of nuances to be considered. How do […]
Despite the changes of the last decade to the sales role, sales time management is still difficult. Reps face a ton of inputs – from Slack notifications to emails to calendar reminders and more. The tyranny of distraction makes it easy for reps to lose focus on what matters most very quickly: building customer relationships. […]
After a recent call to the customer service department of a major airline, I was presented with a single simple automated yes/no question: “If you ran a customer service department, would you hire the rep who just helped you?” My answer was a resounding yes, but it presented an interesting question. From the inside of […]
If you’re not one of 54.3% of sales reps that meet or exceed their sales goals, you’re probably wondering how to become one. You may think it requires constant pitching, non-stop prospecting, and continuously pushing towards a close. If so, you’re wrong. Top-performing sales reps get that way by doing things very differently. They do […]
Sales reps typically acquire leads from marketing lists, online campaigns, research, social media, or old-fashioned cold calling. These often provide sufficient lead volume for team members to hit their targets. But, sometimes they just aren’t enough. Where can reps find more leads to meet or exceed their goals as the end of the month, quarter, […]
Prospects do not want to be rushed through your buying process while feeling like just another number or box to check. When it comes down to it, buyers purchase from people they like and trust. In both B2C and B2B purchases, buyers develop emotional connections that influence their purchase decisions. To increase your chances of […]