Entries tagged with “b2b sales”.


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Here is another highlight from my interview with www.socialagendamedia.com.

SocialAgenda Media: “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise”, said Patricia Fripp. What have you learned from your initiatives toward building relationships and trust with your prospects in a way that contributes to your long-term success?

Susan: I define trust as a prospect’s belief that you will do exactly what you say you will do, when you say you will do it. Based on my experience and simply put, if a prospect doesn’t trust you, he will not buy from you.

The challenge is that often we need to open sales opportunities with prospects that have never heard of us before, let alone trust us enough to buy from us. Therefore, the key question is how can we as sales professionals systematically build trust into the relationship throughout the sales process so that the prospect eventually feels comfortable enough to buy from us. In my opinion, one of the best ways to do this is through the effective use of customer testimonials.

For detailed instructions on how to ask for testimonials and then use them to build trust and increase sales with your customers, check out my webinar video, “How to Build Trust“.  As one attendee wrote, “I just wanted to thank you for your great webinars and for teaching to ask “can I quote you”.  It’s a simple phrase but’s its changed my business and has helped me build trust with new and repeat customers. … Thanks again, it’s really made a positive difference and yes, you can quote me on that!”

Aim Higher!

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

Want to know more sales techniques used by today’s top producing sales management professionals? Check out all of 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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Remember, your sales representatives have to start a sale in order to close a sale. If we manage their inputs, we will receive better outputs. More quick sales management tips here.

Aim Higher!

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

Want to know more sales techniques used by today’s top producing sales management professionals? 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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The first question that is most often asked by company executives looking to establish a sales agent channel is, “how much will it cost?” As usual the answer is “that depends”.

Before you grab some number out of the blue you need to research the facts. What are your projected sales for the territory? How much revenue do you expect to generate from a specific territory? How much will it cost us to have a direct sales representative in the territory.

Once you have these projections you can begin to formulate a plan of attack based on your budget. Since an independent sales agent partner does not cost you salary, benefits or expenses, your upfront costs will be similar to recruiting a direct sales person. On the other hand, the long term benefits will be a reduced cost of sale for your company. (more…)

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Sales Tip: Do what you say you are going to do, when you say you are going to do it. Breaking a commitment to a customer is worse than never having made the commitment in the first place. More quick sales tips here.

Aim Higher!

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

Want to know more sales techniques used by today’s top producing sales professionals? 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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Sales Tip: If you sell on price, you will lose on price. If you sell on value, the price becomes secondary. More quick sales tips here.

Aim Higher!

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

Want to know more sales techniques used by today’s top producing sales professionals? 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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They say that if you are good in sales, you are never unemployed. The problem is that if your sales job is not a good fit for you, not only are you not as happy as you should be, you are simply not earning the income you could. To top it off, you may never know your ideal sales job exists or where to find it because up to 90 % of the jobs available are not even advertised!

Download my webinar video and join me, Susan A. Enns, author of Action Plan For Sales Success, on May 11 or May 25 for a webinar where we will discuss how to find your dream sales job.

Download the webinar video, “How to Find Your Dream Sales Job!” here!

“Another great webinar. This is my 2nd webinar with you and I am loving them.”

You will leave this session with action items that will impact your job search immediately including:
– How to define your ideal sales job so you will recognize it when you see it
– How to write a b2b sales resume and cover letter that will open doors for you
– 7 things you should NOT do on your resume
– 5 steps to access the hidden job market
– What to include on your LinkedIn profile so you get noticed by recruiters

If you are struggling, if you are not reaching your goals, or if you are not earning the income you want, ask yourself will you ever be able to in your current sales job. If you answered no you can’t, then download my webinar video recording, “How to Find Your Dream Sales Job!

“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.”

If you would like a template to track your entire job search process, you can download the Job Search Tracking Worksheet for free from the B2B Sales Connections Download Centre. While you’re there, check out our free White Paper and webinar video,”How to Write An Effective B2B Sales Resume“.

Aim Higher!

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

Check out all of our sales and sales management training webinar videos here. 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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The success of your sales agent channel will be determined by many different components: recruiting process, training programs, program management and your support structure to name a few. Based on our research and years of involvement on both sides of the agent channel business we have found that sales agent channels usually fail because of one or more of the following reasons. (more…)

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Here is a great interview from Canada AM about the power that teachers and mentors play when mastering any skill, including sales.

You need to know where to focus your self improvement efforts; you need drive; you need regular practice and most importantly you need a teacher/mentor to help you get there.

If you would like to discuss how a sales coach and mentor can help you hone your sales skills, schedule a free strategy session with me here.
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.”

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B2B Sales Connections Motivational QuoteOver the past few weeks, and by pure coincidence, I have been fortunate to be coaching two sales professionals as they start their transitions into the last third of their careers. They both ran and then sold successful businesses, their kids are now through school, and their mortgages are all paid off.  Neither are ready to retire, but both mentioned they are struggling to figure out what will drive them next.

Working with these two individuals reminded me that, no matter what stage you are in your career, you need to have a reason to jump out of bed in the morning ready and raring to go.  We all may define success differently, but the important thing is to define it. (more…)

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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!