Tag Archives: leadership

Good Prospect, Bad Prospect

By Colleen Francis (Engage Selling)

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.

I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. th7T32TIPH

The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.

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Eleven Secrets to Sales Success Through Leadership

By: Mark Dembo (The Sideroad Blog)

In his classic book, “Think and Grow Rich“, Napoleon Hill discussed   the eleven secrets of leadership. Recently, as I was reading the book, it   occurred to me that the attributes of strong leadership and effective selling   have a tremendous amount in common. After all, to be really successful in   sales, you need to be a leader, both within your own organization, as well   as to your clients and customers.

th7T32TIPHTo paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping  others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them do it better?

With that in mind, here are Mr. Hill’s eleven secrets to leadership, as they apply to leadership in selling.

The Tyranny of the Urgent

By Bill Brown  (SalesGravy.com)

Parkinson’s Principle, “Work expands to fulfill all available time.”

th7T32TIPHHave you ever completed a work week only to find out the important things you set out to do were not accomplished?  Oh, you were busy alright.  You sent out countless emails, returned numerous phone calls, and attended essential meetings.  After-hours you updated your CRM, worked on proposals, and squeezed in some time for your family.  Boy!  You were really productive.  But those important things? Those critical things?  They are still on your to-do list for next week.  Somehow they just didn’t get done.  And now they are joined by other must-dos.  The result is an avalanche of tasks that threaten to sweep you away.  Is that a white flag I see you waving?

To varying degrees we all face the above scenario.  The better we are at our jobs the more tasks we usually find on our plates. And we deserve a rousing ovation!  Somehow we find a way to get the necessary things done.  The customer is taken care of.  The boss gets his report.  Our families see us during daylight hours.  But the pressure and stress is enormous, and we never seem to get over the top.

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The Effect of Poor Customer Service and What to Do About It

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Although we all know that bad customer service hurts a business, this fact is made much more realistic and understandable by the monetary loss a business suffers from poor customer service. US enterprises lose an estimated $83 billion as a result of poor customer service. Could your business be suffering and losing money because of your customer service?

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  • Myths of customer service
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4 Must Dos For Sales and Marketing Pros

By Melissa Madian ORACLE | eloqua

“I know I need to be unique and different when talking to customers; but I don’t know how?”

I had just finished running a sales training session for a group of major account reps, SJPwhen a colleague came up to me and very quietly uttered the above quote.  He was clearly embarrassed, lost and distraught. It got me thinking: if he was willing to sidle up to me and admit this distress; how many others were feeling the same but were too shy or embarrassed to come forward to talk about how to address it?

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How to Prepare for a Valuable Sales Discovery Session

By Brian Walsh (Business 2 Community)

SJP

Know Where You’re Going. Understand Where You’ve Been.

If you want to truly understand how you can help your client, you need to assess what you know. A call with someone you’ve never met before is very different than one where you have some background. This may seem like an elementary point, but I’ve seen way too many salespeople approach all their discovery calls the same way. As a result, they miss opportunities to change their conversation in a way that connects them to buyer value drivers. The prep is critical for many reasons, and it starts with two simple questions:

  1. Where am I in the account?
  2. Where am I not?

Remember the “Who”

Effective preparation doesn’t end there. A lot of salespeople make the mistake by only asking those questions. They focus their discovery only on the account white space, or if it’s a new account, where they think they have the biggest chance of making a sale. That information is important, but you need to consider the “who.”

Research from CSO Insights shows that three or more individuals are involved in the final B2B buying decision. Your challenge as a salesperson is to articulate your solution’s value and differentiation in a way that shows the business impact to each of these decision makers. You won’t be successful in showing your business impact to this key group if you don’t follow an effective discovery process.

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