Entries tagged with “b2b sales”.


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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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I was recently asked by intuit Mint to write an article on how to track your automobile expenses.  As that mountain of gas receipts is an ongoing challenge for many sales professionals, I thought I would share it with you:

If you’re like most business owners, entrepreneurs or salespeople, you probably have a shoebox full of gas receipts. Your shoebox may be disguising itself as the floor of the back seat of your car, or the bottom of your desk drawer, but you probably have that “shoebox” nonetheless. Unfortunately, you’re going to have a big sorting job ahead of you when tax time rolls around. – See more at 5 Easy Methods to Efficiently Track Your Auto Expenses and Mileage.

Remember, as Nancy Pelozi once said, “Organize, don’t agonize.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author,
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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Most would say that the best test of a sales manager’s abilities, or any manager for that matter, is what happens if he or she is no longer there. In other words, if you were to leave the organization tomorrow, could your sales team carry on and still produce at the sales level they are now?

To help you answer that question, think back to your first day at work after your last vacation. (more…)

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Over the years, I have seen thousands of B2B sales resumes. Unfortunately, the vast majority of them did nothing to help the applicants obtain employment. In fact, in most cases, it did the exact opposite!

Why do I say that? Most times it is because the sales professional, in an attempt to sell themselves on their resumes, only talk about the companies they worked for and their job descriptions while they worked there. In other words, they talk a lot about what they sold; they just never seem to get around to talking about how well they sold it.

To change that, make sure your resume is accomplishment based. (more…)

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A large company with huge brand recognition lost my trust this month. First, they did not fully live up to their offer promised in their marketing email. Then they invoiced me when I was only half way through my free trial. Lastly, their sales rep failed to show up for our scheduled and confirmed telephone appointment.

Proof positive that effective marketing may get you in the door, but it’s your customer service that keeps you there.

Looking for ideas on what to do today to sell more tomorrow? Check out our upcoming live webinars and downloadable webinar recordings. As one 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.”

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author,
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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Whenever I am invited to speak about prospecting and lead generation I always get the same question. “How many times should I follow up before I give up on a prospect?” It’s usually followed by the statement; “I don’t want to annoy the person or seem to be pushy.”

The answer to this question is quite simple. If it’s a new prospect you should follow up until you have either a “yes, I’m interested in doing business with you or no, I don’t want to do business to you.” Remember, a no may mean a “no” at this particular time. In the future they may be in a different situation and open to your products or services.

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In addition to being a sales coach and author with B2B Sales Connections, I am also a Volunteer Co Run Director with the Canadian Breast Cancer Foundation CIBC Run for the Cure. Every year, all the Run Directors from across Ontario gather in Toronto to plan and to share best practices. More importantly, every year, this group of passionate volunteers find new ways to inspire me and teach me lessons that make me better. This year was no different.

The last session bright and early on Sunday morning was on brainstorming. To be honest, I wasn’t really looking forward to it. I’ve been to a number of these “no idea is too stupid to share” sessions in my career. Besides, my mind was on the speech I had to give as moderator of a Research Panel later on in the day, the pronunciation of the medical terms I was rehearsing in my mind, and will I have enough time to catch the train back to Ottawa afterward. Simply put, I was quite distracted and finding it hard to concentrate.

The brainstorming session was led by Marilyn Barefoot of Barefoot Brainstorming. I won’t go into the details of her methods or how Marilyn facilitated the session, I simply couldn’t do that justice. I will say I was amazed at the process and more importantly the great results she achieved from such a diverse group of people. The room was a buzz, the creativity was higher than in any other brainstorming session I had ever attended, and the ideas from the group flowed like a rushing river full of spring snow runoff!

What was Marilyn’s key to such a successful session? (more…)

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Many business people, especially those just starting out are nervous about letting their clients find out they have a home office. First they don’t know what to say is when someone requests a meeting at their office and second, they are afraid the client will think they are “small potatoes” because I don’t have an office. How do you address this challenge?

I was a manufacturer’s rep for over 20 years operating out of a home office when I was not travelling all over Canada & the US. First I will tell you that many home offices, mine included are better equipped and more professional than most of the cubby holes and “pods” I have had when working for large corporations. The second point is to not call it a home office just call it your office. (more…)

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Professional athletes always go through a pre-game warm up to ensure they are mentally prepared to perform at their best. So should sales people. Before you enter your prospect’s office, take a moment to get your head in the game.

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.

Do you need to know what to do today to sell more tomorrow? Check out our upcoming live webinars and downloadable webinar recordings here. Now scheduled: “You Can’t Sell Unless You Get In The Door! – How to prospect the executive suites using today’s technologies!”

Remember, as Roger Staubach once said, ” Spectacular achievements are always preceded by unspectacular preparation.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author
B2B Sales Connections

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

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Do recruiters use a keyword search when reviewing resumes? Absolutely! If you were a recruiter, and had 400 email resumes in your inbox each morning, you would hit “control F” to quickly weed through them too.

So what are some common key words that should be included in your resume when applying for sales positions? (more…)