A Sales Compass – A Blog by B2B Sales Connections

A common question I receive from sales reps is:   “When I am prospecting, I always hear “I am happy with my current supplier.”  I can’t sell when I can’t even get in the door.  How should I handle this objection?”

Of course you hear this objection over and over!  Most prospects are happy with their current supplier.  Otherwise, they would have called you before you called them!  If by some chance the prospect was unhappy enough that he picked up the phone to call you, they would have also called your competitors as well. (more…)

In the last few weeks my email in box has been experiencing a new trend. International companies have been contacting me looking for Canadian businesses partner who can import, sell and distribute their products. 

These international business people have been watching the recovery of the Canadian marketplace and see it as a great opportunity to expand their product distribution into a country that is not still bogged down in recession. 

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B2B Sales Connections has a regular feature in our newsletter called “Ask The Sales Coach”.   As this month’s featured question was quite interesting, I thought I would share it on our blog as well.

Dear B2B Sales Coach: 

If you could give sales people just one piece of advice to improve their sales performance, what would it be?  

- Todd, Seattle, WA

Dear Todd,

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I ran out of my communication record forms the other day and had to reorder more from the supplier. I have been using  them for over 15 years and still find it a great method of tracking conversations and follow-ups that will be entered into my electronic CRM. 

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“Big shots are only little shots who keep shooting.” – Christopher Morley

April is Daffodil Month.  Help Our Canadian Cancer Society Relay For Life Team Make Cancer History! www.b2bsalesconnections.com/make_cancer_history.php

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, www.twitter.com/SusanEnns

Here is an excellent article that any job seeker who has a Facebook profile should read.

http://ca.finance.yahoo.com/personal-finance/article/forbes/1517/6-career-killing-facebook-mistakes

For a list of B2B Sales Connections current job postings, please visit http://www.b2bsalesconnections.com/job_postings.php

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year?  Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?  Investing in yourself is always a safe bet!

The Whuffie Factor: Using the Power of Social Networks to Build Your Business by Tara Hunt

This book was first suggested to me by one of our website visitors. It was recommended to learn more about connecting with customers one on one through the use of online media. As he said , “Don’t let the title fool you. It’s fantastic, and I wholeheartedly recommend it!” After reading the book myself, I have to say that he was right!  Thank you Dave Newby!

For more book suggestions, please visit http://www.b2bsalesconnections.com/books.php

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Here is an excellent blog post on what you should consider before implementing a 100% commission plan for your sales staff.

http://peaksalesrecruiting.com/question-100-commission-plans/

To download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers”, visit our Sales Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Looking for some ideas for your sales meetings? Join our free webinar where we share quick and easy ways to make your sales meetings more interesting and productive. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? Do you need help with a sales situation? Do you need some sales career advice? Are you a sales manager wondering how to improve your team’s sales results? For less than an average dinner out, you could ask your B2B Sales Coach! in our Daily Conference Calls!