Entries tagged with “b2b sales”.


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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…)

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I bought a new smart phone last week. I had absolutely no intention of getting a new phone when I walked into the store, yet I still walked out with one. How did this happen, you ask? Solely because of the professionalism of the sales representative!

Before you say it, no, I’m not an impulse buyer. In fact, anyone who knows me will tell you I’m quite the opposite. I was only there to buy a car charger! (more…)

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A sales rep knocked on my door the other night. He was the third rep from the same company to knock on my door in the last few months. The first question I asked was, “Have you solved the technical problem I asked the two previous sales reps from your company who knocked on my door?” He looked at me confused and said, “What technical problem?” What a waste of time, for both me and the sales rep!

Again yesterday, I received a few dozen prospecting emails from sales reps trying to open up the sales process with me. I normally get about 50 to 60 such emails a week. Most I delete. On occasion though, I follow the instructions and reply, only never to hear from the sales rep again. Ironically, the subject of most of those prospecting emails is lead generation.  I wonder what that sales manager is saying in the Monday morning sales meeting when no one is making quota and there isn’t enough business on the go in anyone’s sales funnel?  And if you are going to use spam filters as an excuse, then don’t send email! (more…)

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Asking for Referrals

If word-of-mouth is the best way to get new customers then referrals must be a close second. The problem with word-of-mouth advertising is you need a huge network of people who are talking about your products or services. Good Luck with that!

If a prospect does not let their friends know they are looking to buy then the chances of word of mouth advertising working are very slim. On the other hand if you know how to create a great referral network it can mean the difference between no leads and a steady supply of high quality, qualified warm leads. (more…)

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You have a great new product but you don’t have the budget or management support that will be required to hire, train and manage your own sales force. Instead you decide to hire independent sales agents. After all, the product ALMOST sells itself. All you have to do is give your sales agents a price list, assign a territory and watch the orders roll in.

(more…)

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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…)