Entries tagged with “b2b sales”.


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There is no prize too outrageous or too expensive to offer in a sales incentive contest. You just have to make sure that you set the qualification bar high enough to make sure you realize your desired profit net of all variable expenses, including the cost of goods, sales commissions and the incentive prize.

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author

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

More techniques used by top producing sales managers are in my book, Action Plan For Sales Management Success. As one associate wrote, “Susan …understands the sales process intimately and is able to create a management process around it that drives sales people to accomplish their goals.”

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I attended a meeting with a new prospect this week and asked him to define his best target prospect. Once again the answer was, “we sell to everyone”. While I can agree they may try and sell to everyone there is still a profile of their best potential prospect that they need to identify.

As I began to question them in more detail about their current customers, they soon realized they had been very successful in three specific markets but were not focusing on connecting with other companies who were in the same market and fit the same profile. Instead they were using a shotgun approach to marketing, firing information all over the place in hopes of finding a new customer.

What should you do to improve your lead generation? (more…)

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Whether it’s a corporate decision to reduce overhead expenses, or a personal decision to cut travel times, it seems more sales professionals are working from home offices these days. While some thrive when working from home, others really struggle to stay on track and can no longer produce their required sales numbers.

I have worked from a home office for many years and I wouldn’t trade the lifestyle for anything. I have even found I can accomplish more in a day than when I was working in a traditional office environment. Having said that, I have taken certain steps to ensure I stay productive. If you work from a home office, here are some tips to help make it work for you: (more…)

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If you have been a B2B Sales Connections blog or email newsletter subscriber for a while, you will know that we used to practice a very predictable schedule for publication. You may also have noticed that we have been pretty quiet on that front lately. The reason for that is life unexpectedly threw me a curve ball last Fall when I was diagnosed with breast cancer, and have been on a reduced work schedule ever since.

As the direction of my treatment is now changing (the news is all good), we are starting to ramp things back up and you can expect B2B Sales Connections to return to our usual publication schedule shortly. In the meantime, I thought I would share with you some of what I have learned over the past few months about preparing for life’s inevitable curve balls, from a business perspective. (more…)

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The more I get to know Jim Domanski of www.telesalesmaster.com and his telesales techniques, the more I am becoming a fan.

Check out this video where Jim discusses two excellent sales techniques on how to get passed the gatekeeper when making a tele-prospecting call.  In addition, he gives practical advice on how to engage your prospect in the first 15 seconds of the call when you do get through.  A must view in my opinion!

(more…)

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There is no question that technology has, and will continue to change the way we live.  The real question for sales professionals though is can technology change the way we sell.  In my opinion, absolutely!

Simply put, selling is the act of helping a potential buyer get to where he wants to go.  While I don’t think that will ever change, I do think that technology can help us do this better and more effectively.

For a peak into the sales professionals future, check out the article from Software Advice entitled “How Will the Sales Force of 2020 Engage Buyers” published on their blog, The B2B Marketing Mentor.  In it, they predict three major developments of advances in sales force automation technology: (more…)

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According to the book “How to Hire & Develop Your Next Tip Performer – The Five Qualities That Make Sales People Great” by Herb Greenberg, Harold Weinstein and Patrick Sweeney, no, everyone can’t sell, and some should even give up trying!

According to their research: (more…)

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When you ask sales representatives why they won their last sale, they will give you answers like “Our widgets were 10 % faster.” or “We had the best service.” If you ask the same customer why they bought, however, you will hear answers like “It boosted my staff’s productivity.” or “They reduced plant downtime.” Same sale, even the same feature of that product, just a different perspective.

You will win more sales if you think and speak in your customer’s language, however many sales representatives a hard time looking at their products from that point of view. They continue to talk about features and benefits as they are written on the brochure, as opposed to the true benefit of why the customer buys.

The best way to learn to look at your products through your customer’s eyes is to ask them. (more…)

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I recently had a very unpleasant experience as a customer. When I started to think about the root cause of the issue, it turns out it the real fault rested solely on the shoulders of the manager I was dealing with. Why? Because he one of those managers who only did for, not showed how.

Everything literally had to be done by him or be approved by him. He caused so many bottle necks in the process that employees were literally standing around waiting for further instructions. They could not have helped me if they wanted to because they simply didn’t know how. Did the manager know how to get the job done? Absolutely. The problem was he was the only one who knew. The net result is they lost me as a customer, permanently.

Are you one of those managers? You might be. (more…)

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Have you found yourself saying “It’s summer. No use in job hunting now.” Stop! The summer months are a great time to continue your job search.

Companies are always looking and yes the numbers might drop in the summer, but this provides serious job searchers with an advantage. If the number of people actively looking drops during this time then the number of competitors for that job has also dropped. This provides a great opportunity for job seekers who keep looking.

It may be a little trickier to schedule interviews and it may take longer for a company to make a hiring decision around the summer vacation schedules, but stick with it because you could be very glad you did. Many companies hire in the Fall and the smart ones are gathering resumes and candidate profiles right now so they will be ready to hit the ground running come September.

Here are some other great summer job search tips from monster.com (more…)