Posted by Susan A. Enns under Quick Sales Management Tips, Quick Sales Tips
Whether you are dealing with customers or managing a sales team, if you keep saying yes to exceptions, they will become expectations.
Aim Higher!
Susan A. Enns, B2B Sales Coach from B2B Sales Connections
www.linkedin.com/in/susanenns, www.facebook.com/B2BSalesConnections, or www.twitter.com/SusanEnns
Posted by Robert J. Weese under Quick Sales Management Tips, Sales Skills
I used to work in an industry where the summer was a dead time for the sales team. The customers would shut their production down for a week or two. Contacts were on vacation and nothing moved. Then late August and early September would come and sales would start happening. This resulted in the sales people moving too fast and mistakes happening. I effected both the sales person and the customer.
Posted by Susan A. Enns under Sales Skills
We are only a few weeks into the New Year and already the gyms are less full than they were the first week of January and many have already cheated on their diets. Similarly, sales people are already missing their daily sales activity targets, so they are no closer to earning their annual income bonuses this year than they were last year.
Why is it we all start the New Year off with such high hopes, only to let them fall by the way side a short time later? In a word, procrastination! (more…)
Posted by Susan A. Enns under Sales Management Skills, Sales Skills, Small & Medium Business Management
As you turn the page to the New Year, I thought I would share with you a great website where you can download some great electronic and printable calendar and planner templates.
Vertex42 is a leading provider of Spreadsheet Templates, Calendars, and Calculators for Microsoft® Excel®, OpenOffice.org, and Google Docs. Check out their free calendar templates at http://www.vertex42.com/calendars. I am not, nor is B2B Sales Connections, affiliated in any way to Vertex42. I am just passing on some information with some excellent tools for sales and business management.
Remember, plan your work, then work your plan. Happy New Year everyone!
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Stay positive in the New Year with the eBook, Daily Motivational Quotes – If misery loves company, then motivation breeds happiness. For a limited time, this eBook is available for free in our Download Centre.
Posted by Susan A. Enns under Sales Skills
It’s that time of the year again. The selling year is almost over and the end of the year push is on! Pull out a calendar. When you take out the holidays, there are less than 30 selling days left in the year. That is not a lot of time left to secure your annual bonus! (more…)
Posted by Susan A. Enns under Sales Skills
“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database.
To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. (more…)
Posted by Susan A. Enns under Personal Development Books
Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year? Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year? Investing in yourself is always a safe bet!
The Whuffie Factor: Using the Power of Social Networks to Build Your Business by Tara Hunt
This book was first suggested to me by one of our website visitors. It was recommended to learn more about connecting with customers one on one through the use of online media. As he said , “Don’t let the title fool you. It’s fantastic, and I wholeheartedly recommend it!” After reading the book myself, I have to say that he was right! Thank you Dave Newby!
For more book suggestions, please visit http://www.b2bsalesconnections.com/books.php
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
Do you ever wonder if your email was received? With today’s spam filters, it’s a valid concern! To keep your sales process moving forward, phone the recipient the day after your send the email (or fax) and ask if they have received it.
When you follow up like this, there are only four possible outcomes, all of which help you to advance the sale process:
Regardless of the possible outcome of your email follow up call, you will have built your credibility and you will have moved your sales process forward. Any way you look at it, that’s a good thing.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
Do you carry a portfolio binder with you when you are on sales calls? Make sure you add copies of reference letters, customer lists, and other testimonials. That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.
Aim Higher!
Susan A. Enns,B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
What do your customers have in common? How many employees do they have? What industries do they operate in? How often do they use your product? What related products do they also use in addition to your product?
When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future. In doing so, you clearly define your target market, ensuring you will spend most of your time talking to prospects that are most likely to buy.
For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Studies show 25% of sales reps produce 90 to 95% of all sales. Clearly, most sales people are not selling up to their potential and not making the incomes they could. B2B Sales Connections wants to change that.
A Sales Compass is a blog where business to business sales professionals can network. Here you will find motivation, share sales tips, and improve your sales and sales management skills. Together, we can all unlock our sales potential.
