When it comes to sales, knowledge truly is power. The more you know about the men and women who will ultimately decide whether to buy from you or not – and the more insight you have into their organizations, future plans, and motivations – the easier time you’ll have seeing how your products and services could fit into the mix.
Getting More Out of The Calls You Make With Your Producers
Most sales managers, being former high-performing salespeople themselves, are used to following an established plan or strategy going into every sales call. And yet, many of these same men and women routinely jump in and sell when accompanying the salespeople or their staff when they ride along to see clients and prospects.
Why Social Networking Can be Such a Great Tool for Salespeople… and How Most of Them are Misusing it
Of all the tools that have come available in the last few decades, few are as underutilized – and misunderstood – as social networking sites like Facebook, Twitter, and LinkedIn. With hundreds of millions of members each, they seem like obvious avenues to increase business, and they are. But lots of salespeople miss the boat by simply opening profiles, trying to build connections randomly, and blindly contacting others with their sales message.
For a lot of salespeople, the move into management is a logical one. They’ve set their own territories on fire for most of their careers, and now they’re ready to move on to a bigger challenge… and more responsibility. They already know the products and the market, and upper management loves it: who better to lead the sales staff to record-shattering numbers than someone who has been there before?
A Different Style of Networking… With a Radically Different Set of Results
How do you view networking? Most of the salespeople we work with would answer that it has something to do with meeting people and finding a chance to share what they do, with the end goal of creating new sales opportunities. Interestingly, what we have found out from studying top performers is that this view is not only too limited, but can hold you back from reaching your sales potential.