Entries tagged with “b2b sales”.


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Take your first step to sales success!

Set a goal, take your first step towards it, and before you know it, you start to wear out your shoes!

And if you think sales reports are a waste of time, or that tracking your activity doesn’t work, try wearing a Fitbit!

Martin Luther King once said, “You don’t have to see the whole staircase, just take the first step.”

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

More motivational quotes in our free Sales Resources Centre.

Like this Quick Sales Tip? Then you should check out our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

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Do you ever wonder if your email was received? With today’s spam filters, it’s a valid concern! Sometimes an email gets through, sometimes it doesn’t, so really, how do you know?

To keep your sales process moving forward, phone the recipient the day after your send the email and ask if they have received it. Regardless of the outcome, and even if you end up just leaving a voice mail referencing what you sent, your follow up call will build your credibility and you will move your sales process forward. Any way you look at it, that’s a good thing!

Do you need an email template to help start a stalled prospect? We’ve got one you can download for free from the B2B Sales Connections Download Centre.

Looking for ideas on how to build your credibility and more importantly increase your sales by using effective follow up? Join me on my upcoming webinar, “Tips To Sell More – What to Do Today To Sell More Tomorrow” on March 23, 2016. As one webinar attendee wrote, “I have been on all 5 sessions and I have enjoyed every one. I have been in B2B sales for 10 years now and have attended training from lots of trainers and your material and delivery is among the best.”

In sports, the rule is practice, practice, practice. In real estate it’s location, location, location. In sales, it’s follow up, follow up, follow up! Remember as Alfred Chandler once said, “Unless structure follows strategy, inefficiency results.” More motivational quotes in our free Sales Resources Centre.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success
B2B Sales Connections

Can’t join us on March 23 for our live webinar? Check out our sales and sales management training webinar videos. They are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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A company which has historically used a direct sales channel to sell its products or services often fails when they institute a sales agent channel strategy in an effort to grow their customer base. This move, while well intentioned, often has disastrous results for both the organization and the would-be sales channel partners.

The problem is most companies can easily grasp the financial requirements of a new sales channel such as pricing and the promise of a lower cost of sale but they fail to consider the way the program will impact all other areas of the relationship with the sales agent and the end user. While you may have considered the formal structure which includes contracts, price books and territory assignments, a comprehensive channel structure must also include a complete action plan which will be your road map to manage and develop the relationship over the long term.

When you create an alternate sales channel you must remember you now have two customers for your organization: your sales agents who become your business partners and the consumer who is the ultimate customer. Unfortunately, as is often the case with the organization looking to establish the new channel, they attempt to sell to both the sales agent and end user with the same sales messages and business strategy. This will not work. (more…)

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Working with independent sales agents instead of full time direct sales people has a number of benefits for your company. While there are endless opportunities I have laid out a list of the most common reasons companies establish alternate sales channels using agents. (more…)

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I have a marketing degree and I have, in one form or another, been in direct sales for almost 30 years, and firmly believe marketing is not sales. Marketing is lead generation. Sales is lead conversion.

Search Engine Optimization may drive people to your website, but it is your website’s sales ability that gets the customer. Social media networking may connect you with prospects, but it’s your sales ability that creates the business relationships. Telephone and email marketing may generate leads for your sales force, but it is their sales skills that close the deals. (more…)

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Sometimes you just can’t seem to connect with that prospect you’ve been trying to reach. You call, you email, you try social media and it’s not working. Here are four quick tips that may give you hope.

Let me tell you a quick story. One of the sales people I was coaching last year was trying to get into a major retailer and called 42 times. I know the exact number because it became a game with him after the 5th or 6th try.

He had a place in his notebook where he put a check mark each time he called. He didn’t give up at 10 calls, kept going at 20 and finally on the 42nd call he reached the person that was in a position to review his product. The good news was the company not only showed interested in his product they became a customer. His persistence landed him a very large new account.

Here are three other proven methods for connecting

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What is the purpose of your sales call? What do you specifically want to accomplish? How will you know if it was a successful sales call? If you can’t answer these questions because you do not have a pre-planned agenda, you are only wasting yours and the prospect’s time!  More quick sales tips here.

Remember as Vince Lombardi once said, “Success demands singleness of purpose.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success
B2B Sales Connections

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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We all know about the power of word-of-mouth advertising. We love it and should always be looking for ways to increase engagement between your current clients/customers and new prospects. After all if “they tell two friends and they tell to friends……” The great news is there are a number of sure fire ways you can increase your word of mouth advertising and it’s called Referral Marketing.

Now you may ask why I call it “referral marketing” and not just asking for referrals. Aren’t they the same thing? My reply is no. Too many companies teach poor referral strategies and most sales representatives are not trained or comfortable asking for referrals even when it’s part of their business development (sales) program. Referral marketing is a systematic program designed to help entrepreneurs, small business owners and sales people generate more leads for their business in a very short time. (more…)

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Let’s face it; email is not going to go away any time soon. It’s a part of daily lives, whether we like it or not. However many of us are still addressing our emails in such a way that it actually inhibits communication rather than facilitates it.

Every day I receive at least one email with myself and several other people listed on the recipients list. The email then starts off with a request like, “Could you please do this…” The first question that always goes through my mind is which “you” are you asking? Is it me, or Fred, or Bob, or Sam, or the other 10 people you listed in the “To” field? I am asking because I really have no clue! (more…)

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In many industries independent sales agents make good business sense.

Every week I receive emails and phone calls from companies that are looking to hire independent sales agents. They almost always see this as a cheap way to expand their market penetration and a cheap alternative to hiring direct sales people. They don’t have a plan, they don’t have a budget and they don’t know what they need. It’s the old problem – they don’t know what they don’t know. However, they are sure if they can just find a few good sales agents the whole operation will magically fall into place and they will start making money.
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