I am in Sales, but I’m not on LinkedIn! Should I be worried about Networking?
In the competitive world of sales, networking is not just an ancillary activity; it is a fundamental aspect of success. The power of networking lies in its ability to create meaningful connections, foster professional growth, and open doors to new opportunities – as well as obtain introductions to target prospects.
Unlocking the Power of Open-Ended Questions
Too many times we see sales people solely ask closed-ended questions. Questions that provide the prospect or customer an easy-way out by simply answering “yes” or ”no”.
Instead, one of the most powerful tools in a salesperson's arsenal is the open-ended question. When meeting with prospects or customers, using open-ended questions can make a significant difference in the outcome of the conversation and, ultimately, the success of the sale.
Not winning enough NEW business?
Sales is the lifeblood of any business, and winning new deals is crucial to achieving growth and profitability. However, if you're facing the challenge of not winning enough new deals, it can be frustrating and demotivating.
The good news is that there are steps you can take to address this challenge and improve your sales results.
Get rid of the left-hand side of your bell-curve
As a seasoned sales leader with over 30 years of experience, I have learned that being a great sales leader is more than just about driving sales numbers. It's about leading a team of individuals to achieve their full potential and deliver exceptional results.
Get rid of the ‘left-hand side of your bell curve’, which can be up to 10% of your entire team
Non-performing individuals typically take up all your time (‘cause you think you should coach them...), suck all the oxygen and energy out of the team, and they can be(come) cancerous.
Remote Selling - The new normal
Face to face selling in a B2B world has been the cornerstone of opportunity development for revenue retention and growth. Sure, online and telesales have steadily increased as a sales channel but pandemic and recessionary influences have accelerated a paradigm shift to the point where the new normal is bringing the decline of face to face customer interactions and the rise of remote selling. According to recent research from McKinsey two-thirds of buyers prefer remote interactions with suppliers.
Almost two years on and counting.....
We are still living through extraordinarily challenging times and it does not look like changing anytime soon. Some would say, dare we say it, “this is the new normal”.
Everyone is affected, whether it be medically, emotionally, financially or all of these. For many, there are more questions than answers leaving most wondering what to do to keep their business healthy and customers loyal.
90% of Sales Professionals Do Not Know How To Ask Good Questions…
Is your team part of the other ten percent – or do you need help with that?
Studies have shown that 90 percent of seasoned “sales professionals” do not know how to ask good questions or are afraid to ask them. That’s a staggering number: 9 out of 10….!
Professional Athletes rely on Coaches – do Salespeople?
How is your coaching game plan?
You could boost revenue by 25% and increase close rate by 70%.
In any sport, athletes and teams have access to multiple coaches with various areas of specialty to help them reach their full potential. Consider the Los Angeles Lakers, for example. Frank Vogel is the Head Coach, and there are six Assistant Coaches, all of these are additionally supported by specialists for health and nutrition.