Articles from Best Sales (trending on the web)

You Can Do It

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Can you become a top sales producer?
We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.

Saving Time for Strategy: Biz Improvements You’ll Make With the Right Sales Enablement Tool

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Last month we talked about how sales teams can achieve “Smarter Time Management via Sales Enablement” and establish new standards in sales efficiency and effectiveness. We showed how modern sales enablement technology allows reps to consolidate content into one feed, sync platforms with different focuses on the sales pipeline, and accomplish this all quickly, easily, and accurately.

Stick With the Basics: The Three Finger Close

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Stick With the Basics: The Three Finger Close
By Richard F. Libin, President, APB, rlibin@apb.cc, www.apb.cc
How many times have you excitedly tried the latest options, tricks, tips or “magic bullets” for sales and marketing only to fail? A strategy of constantly embracing the latest, newest or best, only delivers one thing: failure. It causes salespeople to try to win business the hard way. They overlook the three most important, basic steps in every sale. To close a deal, three things must happen.

Turn Your Sales Script Into a Conversation

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“I don’t like using sales scripts because they don’t encourage genuine organic conversations with prospects. Do you agree?”
I disagree with this statement and here’s why…
Top sales scripts that work follow a formula that creates a conversation between the two parties.
It follows a successful process that allows for dialogue while covering (or uncovering) key steps needed in order to determine if an opportunity exists, if you are speaking with the right person and if the prospect can afford your solution to their problem, all while having a “conversation”.

Smarter Time Management via Sales Enablement

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For sales reps, accomplishing more in less time is key to success. It may sound like an obvious answer, but way too many sales reps today spend more time digging for the right information rather than pitching it to their customers.
There are a staggering number of ways that sales teams mismanage their time today.  Fortunately, there are also fast, smart, and effective solutions available to combat them.  And these timesaving techniques are ultimately freeing sales reps to do what they do best: sell.

Avoid this “Ghost” of Christmas Future

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For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is a “classic.”
While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

5 Steps to Winning a Sales Meeting in the First 13 Minutes

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5 Steps to Winning a Sales Meeting in the First 13 Minutes
 
Research indicates that just 0.78 percent of B2B leads convert into new customers. If you don’t understand the gravity of this situation, chances are you’re googling “B2B” to see what it means. But if you’re struggling to surmount the conversion obstacle, I can help.
 
The chief culprit is the quality of the first 13 minutes of the very first sales meeting. Those 13 minutes are where the deal is won or lost. Here are five steps to ensure you’re winning the client in that crucial timeframe:
 

How Sales Teams Should Approach Price Negotiations

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Sales staff face many challenges en route to closing a deal, but one of the most difficult can be handling those tricky price negotiations. In many cases, a buyer will look to try and squeeze a discount out of a sales rep, forcing a negotiation to take place. So how should a sales team approach this? Negotiate From the Beginning Too many sales reps think of negotiation as something that takes place at the end of a sales process, after all of the other work has been done. In reality, your sales team needs to be negotiating throughout the process.

The “Call Me the First of the Year” Stall Tactic

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“I’M GETTING A LOT OF PROSPECTS TELLING ME TO CALL THEM BACK AFTER THE HOLIDAYS. AM I GOING TO HAVE A GREAT FIRST QUARTER OR IS THIS A STALL TACTIC? AND IF IT’S A STALL, HOW SHOULD I HANDLE IT?”
Ok let’s look at this logically. There are three possible legitimate reasons for them to ask you to follow-up with them the first of the year. They are:
They really do need you to call them the first of the year.
They’d RATHER you call them the first of the year.

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