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Ask The B2B Sales Coach

As sales professionals, we learn as much from each other as we do from our own experiences. We should never be afraid to ask!

If you have a sales, sales management or job search question, you can send an email to The B2B Sales Coach here.

Do you need help with a sales situation? Do you need some free sales career advice? Are you a sales manager wondering how to improve your team's sales results? Are you a business owner wondering how to create a sales compensation plan?

? Every email receives a response, and your question could be featured in a future issue of AIM HIGHER!

You can also ask your questions to the B2B Sales Coach live!
Click here to find out how you can join the B2B Sales Coach on our Daily Conference Calls.

Who Is The B2B Sales Coach?

"The important thing is not to stop questioning. Curiosity has its own reason for existing." - Albert Einstein

B2B Sales Coach - Questions & Answers

  • How do you call someone who said "no" the last time? He said "not interested, we are covered" and hung up. How are you going to call him again? What do you say? "I know last time you said no to me but I would like to explore your situation a little bit deeper?" I think that if he hung up on you the first time, he will probably do it again. - Elizabeth P., Toronto, ON in our LinkedIn Group
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  • What's the key to making quota in the slower summer month? - Breana R., Chicago, IL
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  • I am having trouble closing sales. Any books or videos you recommend that would help? - Brian R., Ottawa ON
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  • How do you keep up with changes in the sales world and stay on top of the latest best practices? - Debbie K., Toronto ON
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  • I find that after I've called on my clients a few times (every 5 weeks), I don't know how to keep my approach both fresh & interesting. Any information would be very much appreciated. - Gord K., Wingham ON
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  • The sales manager who hired me quit. We've been left without direction and guidance. What can I do to get better without a sales manager for coaching and mentorship? - Lia, Toronto ON
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  • What are some qualities and characteristics that I can develop and/or imporve on to make me a better sales rep? Also, how can I set meself apart from my competition and build a reputation as a leader in my industry?- Josh R., Toronto ON
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  • What makes a sales professional a professional?- Randy W., Ottawa ON - Sales Professionals of Ottawa LinkedIn Discussion
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  • How do you know when it's time to start looking for a new sales job? - Jack, Vancouver, BC
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  • I have completed my sales process, and the next step is for my contact to talk to his partners. The problem is it’s been weeks and the partners haven’t met yet, even when I am saving them money. Any ideas how I can move things forward? - Derek, Denver, CO
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  • My boss insists I keep calling the prospect, but after a bunch of calls and messages, the customer told me to stop harassing him. Any advice you can give me on keeping the boss happy and not annoying the customer? - Rob, Toronto, ON
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  • Have you ever had a mentor? - Lisa, Columbus, OH
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  • What is the best prospecting method to generate leads? - Diane, Winnipeg, MB
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  • I am new to B2B sales and am having difficulty getting to the right person when I am prospecting. The phone is always answered by a gate keeper and I am not finding out the person I should speak to. I don't want to waste any more leads and I would value any advice you could give. - Ross, Washington, DC
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  • How many sales calls should I do before I give up on a prospect? - Debraj, New York, NY
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  • With just over half the year gone, do you have any tips that will help me qualify for President’s Club? - Gary, Ottawa, ON
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  • What was your funniest sales moment? - A LinkedIn Group Discussion
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  • What was the worst cold call you ever made? - A LinkedIn Group Discussion
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  • How do you stay positive? - Heather, Vancouver, BC
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  • If you could give sales people just one piece of advice to improve their sales performance, what would it be? - Todd, Seattle, WA
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  • I seem to be using email more and more these days. Are there any email etiquette rules that I should keep in mind when writing my emails? - Melanie, Vancouver, BC
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  • I am revamping my resume so that I can advance my sales career using your job board. Do you have any suggestions that would help? - Farhan, Toronto, ON
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  • My New Year’s resolution is to become more productive as a sales representative. Do you have any ideas that would help? - Joel, Ottawa, ON
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  • If you are new to cold calling how do you know when you are ready to pick up the phone? - Doug, Redding, CA
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  • Why don’t customers and prospects ever return voice mails? - Jim, Ottawa, ON
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  • I want to purchase an off the shelf CRM software program for my home office. What should I look for when evaluating my options? - Carol, St. John’s, NL
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  • A friend suggested I consider a career in sales. How do I know if I am suited for it? - Sam, Saskatoon, SK
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  • As a sales representative, how should I keep myself productive in the summer time? - Richard, Montreal, QC
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  • My competition is offering free trials to prospects before they buy. Should I as well? - Ian, Edmonton, AB
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  • My order processing department says my paperwork is a mess. Any suggestions? - Ray, Oshawa, ON
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  • When is it acceptable in sales to use abbreviations and acronyms? - Jack, Vancouver, BC
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  • My sales manager tells me I need to do more prospecting calls but the days don’t seem long enough. I am already working long hours each day so I don’t know where I can find the time? - Linda, Toronto, ON
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  • Tax time is coming and I have this shoe box full of receipts. I have no idea what my deductions are and I don’t know how much I should put into my RRSP. Any ideas as to how I should organize to make things easier? - Brad, Mississauga, ON
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  • When I am prospecting, I always hear “I am happy with my current supplier.” I can’t sell when I can’t even get in the door. How do you handle this objection? - Peter, Halifax, NS
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  • I am having trouble booking appointments to present my recommendations to my prospects. Everything goes well in my needs analysis meetings, but when it comes time sit down and present my solutions, the prospect won’t return my calls. Help! - Karen, Calgary , AB
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  • I have completed my sales process, however the customers still are not buying, even when I am saving them money! Any ideas that can help me close these sales? - John, Toronto, ON
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Who Is the B2B Sales Coach

Susan A. Enns is managing partner of B2B Sales Connections. She has a proven track record of success, with over 22 years of direct sales, management and executive level business to business experience. Her accomplishments include being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization.

B2B Sales Connections Sales Training TestimonialShe has written the training courses "Action Plan For Sales Success" and "Action Plan For Sales Management Success" as well as numerous automated sales tools, and as the B2B Sales Coach, she writes and edits the company’s newsletters.

Participating on the Leadership Executive of the Sales Professionals of Ottawa since 2008, she is currently the association's President. For more information, please visit Susan's Detailed Profile.

 

Want to share valuable sales articles, tools and tips with your associates? Do you know someone who needs to hire a B2B sales professional or someone who wants to advance their sales career? Refer a friend to B2B Sales Connections!