Browse Tag

sales process

When and How to Use Your Sales Collateral Material

Problem:  Early on in my career, I was the king of sales sheets. That was the term we used for all our marketing material.  I made sure before I left for the day my briefcase was loaded with all the latest material. I wanted to be armed for anything a prospect would throw at me. We had a file cabinet in the back of the sales room where all the collateral sales material was stored; each with its own labeled slot.  One day I was excited because I had a full day of sales calls with prospects I’ve been working to get in front of. Excited, until I went to our marketing cabinet and found the slots empty! Checking in with the sales secretary, she informed me that the copier was broke and she would not be able to print more until later that day. Now panic set in. I had my presentation all set around these materials and now I was armed with nothing! read more

How Targeting Improves Win Rates and Shortens Sales Cycles

This week’s blog comes from guest blogger, Dave Kurlan.  Dave is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert.

SQC smallNow that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans?  How about targets?  A few small tweaks to your targets can have a huge impact on revenue! read more

Beware of What you Send Before Your Meeting

SQC smallProblem: Dennis was the VP of Sales for a medium sized application service provider and was concerned about the high number of appointment cancellations his reps were getting. As an example, he related something that had happened about ten days before. Apparently Richard, one of his reps, had made an appointment with a prospect that looked like they’d be a good fit for the company. A day after the appointment had been made; the prospect called back and asked that the rep send “some information” about the company prior to the meeting. Richard felt that this was a good sign of interest and complied, sending a fairly extensive package of information. It contained spec sheets on some of the products, a partial client list, company history, several recent news releases, etc. Then two days before the appointment was scheduled, the prospect called and canceled, saying that they had looked over the material that was sent, and they felt that a meeting would not be necessary. This, explained Dennis, happened too often. read more

It’s Seldom About Price

SQC smallProblem:  One of the most common objections salespeople get is about price: “That’s a bit more than we were thinking about paying.” “Your prices are kind of high.” “That just doesn’t fit our budget” are typical comments. Salespeople tend to be very aggressive in their attempts to overcome price objections and begin dropping their price to get the sale. And, more often than not, once the price issue has been “resolved,” another objection comes to the surface. Sometimes it seems to be a never-ending circle of objections from the prospect. read more

A Prospecting System that Guarantees Results!

SQC smallProblem: A large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a long selling cycle, inefficient time management, and ultimately, failure. read more

All-Pro or Product Peddler?

SQC smallProblem: Picture your last very important sales interview with Mr. Big — the one that potentially represented three months quota. You know the one we mean. Going into the meeting, on a scale of 1 to 10, where would you rate yourself on the following scale? 1 means your briefcase is full of literature to show him, and 10 means that you have planned the call well and have rehearsed the questions you will ask to help you understand the problem in a way that fits with Mr. Big’s behavioral style and frame of reference. If you scored less than an eight, your chances of a successful meeting are less than 50%. read more