Forescasting and Pipeline Management 2.0
This week on Top Sales World Jonathan Farrington and Colleen Francis debate the reasons why so many sales pipelines are in total disarray and what can be done to remedy this.
Sales Quiz – Rethinking the Sales Close
There are a lot of closing techniques with cute names. But which of them work? Take the quiz and find out!
Making Every Month Your Peak Month
Alleviate boom and bust cycles in your sales year by paying attention to the 4 components of client engagement. Attraction, Participation, Growth, Leverage. https://www.engageselling.com/wp-content/uploads/2013/04/Francis-130328-Q1-Making-Every-Month-Your-Peak-Month.mp3Podcast: Play in new window | DownloadSubscribe: …
ABR
Sales people hear it all the time: “ABC. Always be closing.” But as a sales leader I’d recommend that you adopt a slightly different mantra for yourself: “ABR: Always be recruiting.”
Sales Quiz – Sales Pipeline vs Sales Forecast
All to often, sales professionals use sales forecast and sale pipeline interchangeably. And that can lead to trouble! What the exact relationship? Take the quiz and find out!
JP Morgan and Me
During a museum tour I found myself in JP Morgan’s office and I couldn’t resist (with permission from the security guard of course) to take this picture at his desk. Can you imagine all the ideas that flowed across it? All the companies that were formed here? All the contracts that were signed?
A Technology Diet
No technology has ever been proven to secure deals as effectively as face to face meetings with buyers.
Can Your Sales Team’s Rapport with Clients Be Too Strong?
Relationships between companies and their clients are complex in nature, the deepest link being between the sales rep themselves with their clients. One frequent issue that often arises is the …
Inquisitive vs Interogation
In sales, there’s a fine line between simply being inquisitive and conducting an interrogation. The consequences of stepping over this line could cost you the sale, lose you business or – worse yet – lose you a loyal customer for life.
How to Succeed in Sales if You’re an Introvert
Can you sell successful if you are an introvert? Of course you can! And here is how. https://www.engageselling.com/wp-content/uploads/2013/02/Francis-130216-Q9-How-to-Succeed-in-Sales-if-Your-an-Introvert.mp3Podcast: Play in new window | DownloadSubscribe: RSS
Ways to Protect (and Grow!) Your Customer Base
Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product or service is one that is offered elsewhere on the market …
