A Sales Compass – A Blog by B2B Sales Connections

When is it acceptable to use abbreviations with a customer?  If it is a generally understood abbreviation, then it is acceptable.  For example, GST is a common term, but only in Canada.  However, if the abbreviation is a company or specific term that you only learned when you started selling your product, then don’t.  If you didn’t know its meaning before you joined your industry, chances are your prospect won’t either.  When in doubt, don’t use the abbreviation!

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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“Improve by 1 percent a day, and in just seventy days, you’re twice as good.” – Alan Weiss

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections or www.linkin.com/in/susanenns

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Do you regularly receive updates to important computer files like price lists?  Add the date to the file name when you save it.  That way, you will ensure that you are always using the most up to date version.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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“There are only two kinds of days; good days and great days.  And there is always lots of time left to turn a good day into a great day!” – Author Unknown

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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Have you ever been told, “Here’s your business cards, there’s a street.  Now go and bang on some doors.”?  Or how about, “Here is the phone book, start dialing!”  Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do.  The chances that you happen to knock on the right door, or dial the right number, at the exact time when a prospect is ready to buy are actually quite slim. 

Granted, sales is a numbers game, requiring you to make a certain number of calls to find one prospect, but what if you could improve the odds?  If it used to take you 20 calls to find one prospect, how much more would you sell if it only took you 10 calls? (more…)

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Experience has shown that other sales reps in the office will not buy from you.  So don’t spend more time talking to them than you do potential customers!

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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You are not born knowing how to walk. But you had to, one step at a time, to make the first step. After each attempt and all of your hard work, each step turned into a learned skill where you were able to finally walk.

It is the same in sales – you have to put the efforts in motion and start learning about new sales tools available to you. There is something you simply have to start doing that your competition is not doing and that is learning about your customers’ situation, their wants and needs.  With trigger events you will be better prepared for challenges that customers are putting in front of us each day.

• Trigger events will help you with research and qualification process.
• Trigger events will give you the clue about the timing.
• Trigger events are here to help you differentiate prospects from suspects.

Alen Majer

www.AlenMajer.com

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“When a ship misses the harbour, it is seldom the harbour’s fault.” – Joe Mancusi

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com  or www.linkedin.com/in/susanenns

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“When was the last time you heard the demand:  Get me the cheapest brain surgeon you can find!” – Alan Weiss

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com or www.linkedin.com/in/susanenns.

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I received this note from a friend & business associate who is currently hunting for a new senior sales management position. Karen wrote this after attending a networking meeting for job seekers a few years ago and coming away with the impression that many people believe all you have to do is give your resume to a headhunter and leave the rest of the task up to them.  She provided this information to the networking group message board and sent a copy to me thinking it might help other job seekers. Karen focuses on how important it is for you to keep control over both the recruiter and the job search function. (more…)

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