A Sales Compass – A Blog by B2B Sales Connections

The purpose of your resume is to move you to the next step in the hiring process.  Whether that is the initial interview, or to complete personality, compatibility or skills testing, if your resume moves you forward, it was effective.  Over the years, I have seen hundreds, maybe even thousands of B2B sales resumes, the vast majority of which did nothing to help the applicants obtain employment.  In fact, in most cases, it did the exact opposite!

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Whether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. 

Those that say that every sales call should be scripted, regardless of its purpose, believe that without a preplanned script, important information will be missed, therefore decreasing the chance of making the sale.  On the other hand, others believe that scripting makes everything sound too “canned”, making the customer feel like he is nothing more than a commission check, therefore decreasing the chance of making the sale.

To script or not to script?  (more…)

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Don’t always leave the same voice mail messages for prospects.  Script a series, each with a different benefit statement.   With persistence, sooner or later one benefit message will induce the prospect to return your call.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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After a networking event, send a quick hand written note saying “Great To Meet You” to every business card you collected. Include in the note your definition of what an ideal referral is for you, and invite the person to share your contact information. You will be amazed at the postitive feedback you receive!

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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Chances are, as a job requirement, you must submit a weekly sales report to your sales manager.  Some sales representatives, normally those not at quota, perceive these sales reports as a policing action.  “The boss is only checking up on me to ensure that I am doing my prospecting calls.” 

Believe me when I tell you that your sales manager already knows if you are making your calls or not, regardless of whether or not you are submitting a sales report.  Your sales results, or lack thereof, are already showing your manager that information.

The most successful sales representatives look at sales reports differently.  (more…)

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