TJ McCue shares some outstanding tools that you can use to keep your habit improvement efforts on track. I know I found a few of interest. Do you use any of these tools? If not, what do you use? Tell us here!
Now is the time to get rid of bad habits, especially when those bad habits are hurting your sales. Tom Searcy shares with Inc.com some common good and bad habits that have a significant impact on your results.
Read more and then share your thoughts on Tom’s suggestions or add your own!
Since Swayne Hill, Senior Vice President of Sales, Mintigo, stopped running a weekly sales meeting a few years ago in favor of an event-driven meeting cadence, his company turned 50% of their administration time back into selling time. Their sales meeting schedule now follows a rhythm determined by the sales forecasting cycle. Current & next month sales forecasts are delivered to the board at the start of each month with weekly eStaff updates.They hold 2 forecast reviews, 1 pipeline review and 3 peer deal review sessions monthly – all but the pipeline reviews are run as a sales team meeting.
To keep these meetings focused, they asked 3 questions: Where do we stand? Should we be worried? What should we do? Usually, they were doing this across 2 dimensions – looking back at results and looking ahead to likely future projections.
In order to get the most from a sales meeting, they’ve adopted this 6 step process.
Our team at SalesJournal.com is reading “The Power of Habit: Why We Do What We Do in Life and Business” by Charles Duhigg. The book is outstanding and we would love to hear what habits you have personally or organizationally built in to your sales processes to achieve success. Share them here.
If you haven’t read the book yet, consider purchasing The Power of Habit at the Salesjournal Amazon store now.
by Lori Richardson
We are, as a business community, being BOMBARDED with sales tools. How many times has someone come to you at your company and said, “I just saw xx tool, we GOTTA get it”.
Many times a quick decision will be made to bring in one of these tools, and sometimes a pattern begins to emerge where many quick decisions are being made to add tools with no bigger plan in place.
What is our end goal?
What are we trying to accomplish?
Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients.
This is where we see a big issue. There is not enough of the right content, which is engaging to potential buyers at the right points during their buying process to gain their attention in this noisy business world.
The solution…[Continue Reading…]
A sales rep recently expressed his frustration to Kelley Robertson of Fearless Selling, about an account he had been trying to penetrate. He had exhausted every tactic in his toolbox to convince the prospect to buy but everything was met with resistance and negativity.
After speaking with him for a few minutes it became evident that the sales rep was an optimist (aka an influencer). He told stories, name-dropped, and amped up his level of enthusiasm in order to convince the prospect to take action.
Unfortunately, his prospect was a critical thinker. That meant the buyer wanted facts, figures, details and back-up documentation that would help him make this important decision. Plus, he found the rep’s enthusiasm annoying and off-putting.
Critical thinkers are cautious decision makers. [Continue Reading…]
The workplace can be a perilous and thorny scene for disagreements. Being loud and clear leaves no room for misinterpretation. But it can also leave no room for anyone else’s ideas. Staying silent doesn’t air dissenting opinion. So that’s no good, either.
How to find more neutral ground? Becky Gaylord shares 12 ways to register your disagreement without clobbering coworkers with the know-it-all club.