Want to be an Expert?

I had a great conversation with a really smart sales executive two weeks ago. We came to an interesting conclusion: it would help him sell more if he were an expert. Seems to make sense right? If you were an expert, wouldn’t it help you sell more? “But” a little voice might be saying in [...]

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Is Your Sales Force Rubbish?

As the world economy heads unceasingly down how will CEO’s and VPs of sales know if their sales force is struggling because of the economy, their product or because, well, their sales team is “rubbish” (or excellent)? Time and time again I see the same “dance” where companies hire sales people or VPs of sales, [...]

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Sales People, Let’s Support Ourselves!

Gee, how much more bad news do we need? I think it’s great for news stations and newspapers. I know I can’t help looking at the Wall Street Journal site five times day to see how much the Dow Jones is down but I also know that is NOT helping me sell more. I’m also [...]

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What Sales People can Learn from Junk Mail

My first job out of business school was working for a junk mail company (one of the biggest in the world in fact by number of letters sent). An unexpected part of the culture of this “junk mail” company was that everyone was extremely analytical and scientific. Perhaps not the first thing you think of [...]

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Put ‘em Back in the Greenhouse

Sales people should minimize the number of people they call. Yes, I said minimize. One of the biggest challenges for sales people is time management. As a sales person you should be calling people who you can convert into customers. You need to focus your efforts on a well-qualified list of people. In our “real [...]

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Take an Account Approach

I have frequently seen sales people focusing all their prospecting energy on one person in a target company. This typically manifests itself in the CRM system as lots of calls to the same person without getting through. The sales person (usually correctly) starts to feel like they are wasting their time calling this person. I [...]

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What is a Sales Cycle?

How long is your sales cycle? How do we shorten our sales cycle? Interesting questions but how do you answer these if you don’t know what your sales cycle is? I’d like to be a bit odd as usual and define a sales cycle my own way. My definition is a little different to the [...]

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Sound Executive

I’ve listened to a bunch of calls recently made by our own telesales team and our clients. It’s a more revealing process than I initially expected. When you are doing your own prospecting you don’t hear how you really sound. Just like seeing yourself in photos or on video, listening to yourself can be quite [...]

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Startling New Prospecting Research: The Product You Sell Matters (a Lot)

We are keen on data here at Sales 2.0. In our telesales operation we recently reviewed conversion data for some of our projects. From that analysis I can reveal to you today that: The product you sell influences your prospecting outcomes — a lot! OK so that’s intuitively extra-obvious. But the way management acts in [...]

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Being Type A

You need to be organized to be successful at prospecting, including: Time Management: I believe a foundational skill for sales people is time management. If you can’t manage your time, you won’t find time to prospect. Sales people who cannot manage their time will always find something else to do. My friend John Orvos of [...]

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