A Sales Compass – A Blog by B2B Sales Connections

Does your team really need to memorize your product’s technical specs?  It is far better for them to know how the spec relates to a customer benefit than the spec itself.  For example, stating that a machine operates at 60 cycles per minute is just useless trivia unless the customer has identified the need and will benefit from faster cycle speeds. 

As a general rule, if it’s listed on the back of a brochure, they don’t need to memorize it!

Aim Higher!

If you would like some ideas as to how to make your sales meetings more interesting and productive, register for our free webinar Sales Meeting Ideas at www.b2bsalesconnections.com/webinars.php.

For a copy of our free white paper “How To Recruit The Best Sales Professionals” visit our Download Centre at www.b2bsalesconnections.com/download_centre.php.

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/susanenns

Recruiters make their decision about a candidate during the first page of their resume.  Some experts even believe you only have the first half of the first page to capture the recruiters attention.  Therefore, you have to lead with your best. 

The main headings of your resume should be:  Employment History, Education, Other Skills and Activities.  If you are a recent graduate and your education is your greatest asset, then it should be listed first.  However if you are a seasoned sales professional, your work experience should go first.

Regardless of whether you list your education or work experience first, you should always put your listings in reverse chronological order, with your most recent position listed first.

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.

“I don’t have time to prospect!”  There’s a line that will send your sales manager scrambling to search through their resume database.

To survive in sales, finding the time to prospect is not optional!  Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out.  (more…)

Here is a great blog post from Lisa Larter about running a business.  Thought I would share it. 

http://www.lisalarter.com/BlogThoughts/?p=351

Aim Higher!

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

I was recently asked:  “If you are new to cold calling how do you know when you are ready to pick up the phone? ”  The short answer to this question is when you have properly planned your prospecting approach and you have a phone number!  (more…)

A common concern I hear from sales representatives is that they have trouble booking appointments to present their recommendations to their prospects.  Everything goes well in the needs analysis meetings, but when it comes time sit down and present the solutions, the prospect won’t return their calls.

One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect.  I’ll get back to you when my proposal is ready.”  Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten. (more…)

“Leadership is the ability that enables an individual to get other people to do willingly what they have the ability to do, but might not oridinarily do on their own.” – Herb Greenberg, Harold Weinstein & Patrick Sweeney.

Aim Higher!

Susan A. Enns,
B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns