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Sales And Marketing Are Not Interchangeable Terms – To Achieve Success You Must Understand Both!
Posted on 29. Dec, 2011 by SalesAnimals.
When I sit down to discuss software needs with business owners I often notice a blurring of the line between marketing and sales. Don’t get me wrong, sales and marketing are very closely related. But it is important for anyone running a company to understand how they differ and how to [...]
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How to Handle Underperforming Sales Reps
Posted on 02. Nov, 2011 by SalesAnimals.
Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better. [...]
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Developing New Business: Rediscovering the Lost Art of Prospecting
Posted on 04. Oct, 2011 by SalesAnimals.
With competition becoming fiercer, many companies are relying more and more on developing new business to make their bottom line. For many salespeople who prospered in the past, this shift in strategy is a real dilemma. Why? Because for many of these salespeople, prospecting has become something of a lost art.
As [...]
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3 Rookie Sales Mistakes and How to Avoid Them
Posted on 27. Sep, 2011 by SalesAnimals.
In every profession, experience separates the “rookies” from the “pros.” Rookies have little or no experience, and consequently often make basic mistakes that would not be made by a seasoned professional. For sales professionals, this means fewer customers, lost revenue, and lower commissions. Only after they have been through the “school [...]
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What “NO” Really Means – Handling Rejection In A New Way
Posted on 01. Sep, 2011 by SalesAnimals.
What I’m revealing in this article could change your sales career forever. It will make you think differently and it will change your behavior overnight. Big promises you say? Read on…
If you’re a sales professional there’s one thing you can count on like clockwork. And when you meet it it’s like [...]
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Where Is the New Customer?… He’s in the New World -Are You?
Posted on 16. Aug, 2011 by SalesAnimals.
he customer is making a comeback – slow though it may be. And when he (or she) returns, you’re going to notice a change. A big change. FAIR WARNING: How you prepare for the new customer will determine your long-term success.
REALITY: While your customers were away, online has officially taken over. [...]
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Make the Sale and Avoid Frustration With Open-Ended Questions
Posted on 16. Aug, 2011 by SalesAnimals.
How many of you know that effective selling is about asking questions? Many people believe that selling is about “explaining” to the prospect, why he or she needs their product or service. Show and tell, features and benefits: these are phrases which come to mind. Well, it’s really neither — it’s [...]
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Sales Simulations – What Are the Benefits of Using Them?
Posted on 13. Jul, 2011 by SalesAnimals.
Top sales performers in today’s competitive environment must develop their skills to an unprecedented level. Since the performance demands are greater but budgets more limited, innovative companies have turned to a new generation of sales training ideas for building top performance. Sales simulations are one idea receiving a lot of [...]
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What Is Your Approach to the Sale? The Old Way? The New Way?
Posted on 01. Jul, 2011 by SalesAnimals.
The time for systems of selling has passed.
The time for sales manipulation has passed.
The time for “finding the pain” has passed.
The time for “closing the sale” has way passed.
I wonder if you’re using yesterday’s approaches to complete today’s sales.
Many, if not most, salespeople (not you of course) walk into a sale with product [...]
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Sales Strategy Consulting – What To Expect
Posted on 01. Jul, 2011 by SalesAnimals.
The client-consultant relationship during sales strategy consulting projects is key to a projects success and needs to be based on a mutual understanding of expectations and capabilities.
The use of external consultants for sales strategy consulting projects has increased over the last few years because of the need for cost-effective expert [...]
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