How To Know When To Ignore An RFP

You did it! After all that hard work, careful planning, and well-timed pursuit, your company has managed to get a Request for Proposal from that huge prospective client you’ve been trying to land. This is it! Time to pull out all the stops and dazzle them with your proposal so that they’ll want to do business with you. Well, maybe not. Many companies send out RFPs and RFIs to firms they have no intention of working with. Someone in the company has already chosen whom they want to buy from, and the other RFPs are just to go through the motions…


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How to Reengage Senior Sales Reps Who’ve Lost Their Fight

In the movie Glengarry Glen Ross, Jack Lemmon plays an aging sales rep. Once a superstar within the company, he now struggles with his pitches, can’t seem to get potential clients interested in what he has to say, and, ultimately. can’t make sales nearly as well as he used to. This problem is sadly a common issue in the real world as well. Senior sales reps who have been with the company a long time can lose their edge, just going through the motions instead of working hard to stay current with their skill set. Many times, it’s not a…


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HR and Sales: The New Dynamic Duo?

Traditionally, the HR and Sales teams have always been like oil and water. They’re complete opposites, who take very different approaches to situations, often don’t see eye to eye, and can even clash at times. At least, that’s the way things used to be. As for today… could HR and Sales be at the beginning of a beautiful friendship? Different Approaches for Different Goals The reason HR and Sales are so different isn’t because they’re necessarily at odds with each other, or can’t get along. It’s just that their teams work very differently, and their responsibilities require different personality traits. Sales…


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When To Fire Your Top Salesperson

The primary goal of most organizations is to drive revenue and profit. So any salesperson that knows how to do that, and do it well, is an important part of the team. True, top salespeople may give you problems sometimes, but they’re also doing exactly what you want.

It’s worth putting up with a few personality “quirks” to bring in more revenue, right? Well, not always…


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5 of the Most Overused Sales Clichés

A big part of sales is about knowing what to say. That often means that when someone finds something that works, it quickly gets picked up by every other salesperson, and becomes a cliché—which makes it much less effective. And many of those clichés, even though they seemed great, were never really that effective to begin with. Here are five of the most overused sales clichés, and how they harm your sales efforts. Overused Sales Cliche #1: “To be honest with you…” At first glance, this sounds harmless enough. You’re trying to connect with your customer by speaking frankly with…


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Sales Culture Shift: Should You Replace Your Entire Sales Team?

Your company is in the midst of a major sales culture shift. You’re overhauling your entire approach to how you sell your products and services and putting the focus on the customers and their experience, rather than on your company.

You’ve changed your strategy, your tactics, you’ve changed your policies, and you’ve even changed your training program. Everything is going well.

Just one question remains. Should you replace your entire sales team?


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Is The Customer Experience Consistent Across Your Organization?

Customers usually buy from people that they trust and see value in. Although your sales team is the tip of the spear when it comes to finding new business, fulfilling sales promises is a responsibility that many different people at your organization have to help with.


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7 Tips for Building Confidence in Sales

One of the best definitions of confidence that’s out there is “knowing what you know.” This isn’t Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task. Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales. Scientific studies have identified more than 30 traits salespeople who have discovered the keys to building confidence in sales possess. I’m going to concentrate on the 7…


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The World’s Most Complete List Of Job Titles For Salespeople

The World’s Most Complete List Of Job Titles For Salespeople Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think “real estate agent.”) So I set out to create a list of every euphemism I could think of. If you’ve got one of these titles, there’s a pretty good chance you’re a sales professional… Account Achievement Visionary Account Associate Account Consultant Account Executive Account Growth…


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Successful Selling: 6 Ways to Improve Your Sales Listening Skills

Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication.

The interesting thing is that the most common error in sales falls on the side of talking too much instead of listening too much.


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Sales Managers: How to Manage the Boss’s Son

Nepotism is a fact of life in the business world.

In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family.

Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company. These salespeople are often known as “red circle guys.” Why? They’re protected by ownership and can’t be touched.


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The 12 Universal Sales Truths

Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use, the following universal sales truths are sure to cement the sales process together.

Here are the 12 Most Universal Sales Truths that we have seen work in any sales environment, selling any product or service, anywhere to anybody…


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7 Characteristics of the Most Successful Salespeople

There are many interpretations of what sales success “looks” like.  But what are the specific characteristics of the most successful salespeople?

There are many.  Do the characteristics of the most successful salespeople include…


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Prospects Comparing Your Proposal to the Competition to Get a Better Price? Do This.

In the world of professional selling, particularly when selling to the purchasing department, it’s commonplace for buyers to do their best to commoditize your product or service.

When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver’s seat and get the lowest price they can…


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Applying the Principles Behind Application Based Selling

There’s a big difference between simply presenting your product or service to a prospect and carefully recommending your product or service as something that solves a specific problem, fills an exact want, satisfies a stated need or provides a unique answer that they’re really seeking.

In the final analysis, prospects are rarely seeking an off-the-shelf solution. They want a customized recommendation that goes way beyond what the typical demonstration based sales model can support. The only reason your prospects will buy anything from your reps is if they can see that the alternative they offer is more valuable than simply doing nothing or purchasing from your competitor.


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The 7 Universal Rules for Sales Success

While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver.

The following 7 rules for sales success are based on principles that have proven themselves successful with hundreds of thousands of salespeople worldwide.


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How to Get Technical Salespeople to Sell

Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering.

The challenge? Many technical salespeople tend toward “feature dumping” instead of building value in the mind of the buyer.

Let’s take a look at why that happens…


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What’s the Difference Between Price, Budget and Perceived Value?

In many of our sales training programs, attendees will ask us: “What’s The Difference Between Price, Budget and Perceived Value?”

When it comes to the concept of price in sales, there are actually three principles that guide customer behavior…


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The Death of “Good Ole Boy” Selling

Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won’t cut it anymore.

Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.

The rise of the Internet combined with an economic recession has led to the death of “good ole boy” selling, which is a good thing for the new generation of sales reps who want to prove their skills based on merit and not previous relationships.


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How to Get Salespeople to Sell into a New Market

In the face of a rapidly shifting marketplace, companies – and sales teams – are having to change focus…fast. Oftentimes, the reason for such a shift involves a “go to” market going away. This often means moving your focus into a new, untapped market. When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. Planning is key. When reps feel unsupported or ill prepared to attack new segments, launch new products, etc., the chances of a successful shift diminish.


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