A Sales Compass – A Blog by B2B Sales Connections

Have a mindset that you report to your sales team, as opposed to them reporting to you as the sales manager.  Ask them what three things you can do to help them service their customers better.  If you make their lives easier and make it easier for them to sell, they will do a better job.  Customers will buy more, making your whole team more successful.  After all, this is what your boss wants anyway, right?

Aim Higher!

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

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It is dangerous to believe that every company in your target market can buy from you at any time. For example, it is unlikely that you would lease a new car today when your current lease still has two years left. Know how often your prospects buy your products. This is not the same as how often they use your products, but rather how often they renegotiate the contracts for their use. You use you car every day, but you only buy a new one every few years. Knowing where your targets are in their buying cycle ensures not only you being in the right place, but being there at the right time!

Aim Higher!

Join our free webinar How To Build Trust for quick and easy ideas that will help you build trust and credibility with your prospects. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

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

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“If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” – John Quincy Adams

Aim Higher!

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

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Are you having trouble booking appointments to present your recommendations to your prospects?  Everything goes well in your needs analysis meetings, but when it comes time to sit down and present your solutions, the prospect won’t return your calls? 

One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect. I’ll get back to you when my proposal is ready.” Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten.

(more…)

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Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year?  Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?

Investing in yourself is always a safe bet!

Strategies that Win Sales – Best Practices of the World’s Leading Organizations by Mark Marone and Seleste Lunsford (more…)

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Successful sales representatives know that proposal templates are a huge time saver when creating quotations.  All that should be needed to customize a proposal for a particular prospect is to change the customer information and the financial considerations.  Many studies show that sales people only spend about 25% of their time selling.  If you have a $1 million quota, your time is worth $2,000 per hour.  Use it wisely!

Aim Higher!

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

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“You miss 100% of the shots you don’t take.” – Wayne Gretzky

Aim Higher!

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

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I was recently asked by a sales representative who had made a New Year’s resolution to become more productive if I had any ideas that would help.  After some reflection, I could not think of a better resolution to make than to free up more time to sell! 

Studies show that sales people only spend about 25 percent of their time selling, with the rest being spent on things such as travel, administration and service.  That is actually only ten hours of selling time a week, or only 500 hours per year.  If you have a $1 million quota, your selling time is worth $2,000 per hour!  (more…)

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According to a study by the American Management Association, 28% of employers have fired workers for misusing e-mail and one-third have fired workers for misusing the Internet.  Read this article to find out how you can protect yourself.

http://www.tesh.com/ittrium/visit?path=A1x97x1y1xa5x1x76y1x2449x1x9by1x244ex1y5x1c750x5x1

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

Aim Higher!

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

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

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Sales, Sales Management & Job Search Newsletters!

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Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year?  Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?

Investing in yourself is always a safe bet!

The One Minute Sales Person by Spencer Johnson, M.D. and Larry Wilson

(more…)

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