#My Best Sales Advice/Mike
Like most people looking at making a move in their career, he vacillated between staying at his job and leaving to start his own business. At the time,
#My Best Sales Advice/Chris
EThe customer asks you to present a software solution to solve a communication channel need within the marketing department. You discover the real motivation for this business need is due
#My Best Sales Advice/Carrie
Bar none, with no question, the best closer I have ever worked with is Carrie. For someone who was apprehensive about going into sales early in her career, she has developed into a great salesperson. She is responsible for both the print edition, plus digital assets. She has remained with the same company her entire career, through the recessions, booms, busts, the death of print and the rise of online, and to this day is still the top seller. The best piece of sales advice she received:
#My Best Sales Advice/ Ian
Ian shared that during his readings, he came across several references to persistence in selling. Through a variety of books, he learned how to push himself continually in sales. He understands how to hear “no,” and use that to
How to Use Losing to Grow Sales
Are you meeting with the sales team to discuss the deals they are losing? This is a healthy and productive way to build revenue. Open and honest discussions with the sales team are essential to establish trust between sales management and salespeople. Remember, this is not a rah-rah meeting where you just combat all their issues. This is a listen and learn where you make clear decisions based on facts and analysis.
Base, Commissions, Expenses and Uncle Sam
If you have made sales, you have received a commission check and felt the cold hand of Uncle Sam digging into your paycheck and taking his share. Taxes are a tricky beast to tame. When you are negotiating your contract, small changes in the classification and how you receive the money makes a big difference in your check. I asked my good friend and my financial planner Mike Eklund from Financial Symmetry to break it down for the other C students and me. Since state taxes are unique to each state, we are focusing on Federal taxes. And as a CYA, please always consult a licensed accountant before making any decisions on you your taxes. This blog will not hold up in court.
When to hire new sellers?
You never regret hiring a high producing seller before you need them. New hires fill various sales needs, including new product launches, predicted revenue increase, and market expansion or entry.
How to waste your money on sales training
According to PBR, an astonishing 85% of sales training falls short of delivering on its ROI. Approximately 80% of new skills are lost within one week of training and about 87% of skills are lost within a month.
Why offering everything gets you nothing
As reps, we frequently make the mistake of providing a smorgasbord of options believing the more choices we offer, the better chance we have of meeting the buyer's needs and closing the deal. What happens to the buyer?
Get ready for your bad months.
Every industry has the seasonal ebbs and flows for sales and customer acquisition. You can either take up meditation and accept it or work to minimize the damage the slow months have on your goal. One of the most popular fixes is having your marketing plan for lead development established well in advance of the forecasted blips in sales.