Are we calling our customers by the wrong words?
Every sales professional knows better than to make the cringe-worthy mistake of calling a customer by the wrong name. But it occurred to me recently that entire sales organizations may be making the mistake of calling their customers by the wrong words, and it may be limiting their effectiveness.
The harder the questions; the easier the sale
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?
How your sales technology should support sales training
How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit?
Keys to success in the new year!
December is always ripe for prognostication and advice for success in the New Year. Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year.
Why you should stop spending so much on technology
In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than $12,000 per salesperson and year in sales technology, not counting implementation costs and lost productivity.
Sales process and why so many salespeople lose their way
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.
