Many years ago when I started my career in sales, I was working in Account Development for Bay Networks and few other companies in the Silicon Valley. The first few months I was given the Tennessee, Kentucky and Alabama as my sales territory. Nothing like going to bed at nine at night so I can [...]
Assuming you have done your research and discovered that the suspect may have a need for your product or service, how do you get past the admin? Most sales reps treat the art of selling like fishing with a single rod, they make contact with the most senior person in the organization and start pitching [...]
Sales is the art of finding what people want and helping them obtain it. The first challenge is finding people. Prospecting is the art of finding the right people and audience with the same pain points. When they are found they are suspects. Once you have identified their needs, wants and desires and once you have [...]
A business model is the rationale of your business organization. It shows how your company creates, delivers and captures different forms of values-economic, social etc. The business model presents core aspects of business-purpose, offering, strategies, infrastructure, organizational structures, trading practices, operational processes and policies. All successful ventures need a clear business model, and any qualified [...]
For professionals who dealt with consumers such as mortgage and real estate brokers, cold calling died years ago when the FTC launched the Do-Not-Call List. For business to business service cold calling is still a great method for reaching potential prospects. It is true that cold calling alone is not effective enough by itself. With [...]
During the last few days of the quarter most sales reps completely forget about prospecting and are focused on closing the few deals that they have in the pipeline. In order to meet revenue forecasts and numbers, management is forced to provide steep discounts and give away the product in order to attain revenue targets. [...]
My morning prayer “God please help me keep my big mouth shut before I know what I am talking about.” Amen. My first job in sales was working at a computer store in the Silicon Valley called Computer Attic. Without a formal training or knowledge of the products, having only a desire to learn and [...]
