A Sales Compass – A Blog by B2B Sales Connections

You really only get paid for the time you spend selling. Studies show that most sales people only spend 25% of their time on selling.  Always ask yourself, “What is the best use of my time right now?”  Focus yourself on selling activities during peak selling times of the day, and non selling and administrative activities during the off hours like first thing in the morning or late in the afternoon.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnnections.com or www.linkedin.com/in/susanenns

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“Don’t let your fear of tomorrow ruin your today.” – Author Unknown

Aim Higher!

Susan A. Enns,  B2B Sales Connections

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

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If you need to keep a mileage log, and most of us do, simply enter your starting and ending odometer reading in your day timer or PDA each day. At the end of each week, month, or year, simply subtract the opening and closing mileage readings.

Aim Higher!

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

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“Whether you think you can or think you can’t, either way you are right.” – Henry Ford

Aim Higher!

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

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Nothing warns a gatekeeper that you are just another sales person faster than opening a prospecting call with “Hi, how are you today!” If you are using this as your opening, change your headline and watch your results improve!

Aim Higher!

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

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“Better the fact find, happier the customer, better the pay cheque!” – Susan A. Enns

Aim Higher!

Susan A. Enns
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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Many business people, specifically those just starting out that previously worked out of a “bricks & mortar location are nervous about letting clients find out they wok from a home office.  First they don’t’ know what to say when someone requests a meeting at their office and then there is  always the fear the client will think they are “small potatoes” because I don’t have an office building.

How do you address these challenges?

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Give out 2 business cards to every contact. That way your contacts can easily refer you to associates and still keep a card for themselves.

Aim Higher!

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

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“Ability is what you’re capable of doing.  Motivation determines what you do.  Attitude determines how well you do it.” – Lou Holtz

Aim Higher!

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

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I was asked recently by a soon to be college graduate how he should start his sales career.  I understood why he was asking.  After all a career in sales can be very rewarding. Not only are good sales professionals always in demand in the marketplace regardless of economic conditions, they also earn well above average for Canadians according to Human Resources & Development Canada. Sales people are also more upwardly mobile, with 85% of today’s CEO’s, Presidents and senior executives coming from a background in sales.

(more…)

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