Posted by Susan A. Enns under Sales Skills
“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database.
To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. (more…)
Posted by Susan A. Enns under Personal Development Books
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 Whuffie Factor: Using the Power of Social Networks to Build Your Business by Tara Hunt
This book was first suggested to me by one of our website visitors. It was recommended to learn more about connecting with customers one on one through the use of online media. As he said , “Don’t let the title fool you. It’s fantastic, and I wholeheartedly recommend it!” After reading the book myself, I have to say that he was right! Thank you Dave Newby!
For more book suggestions, please visit http://www.b2bsalesconnections.com/books.php
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
Do you ever wonder if your email was received? With today’s spam filters, it’s a valid concern! To keep your sales process moving forward, phone the recipient the day after your send the email (or fax) and ask if they have received it.
When you follow up like this, there are only four possible outcomes, all of which help you to advance the sale process:
Regardless of the possible outcome of your email follow up call, you will have built your credibility and you will have moved your sales process forward. Any way you look at it, that’s a good thing.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
Do you carry a portfolio binder with you when you are on sales calls? Make sure you add copies of reference letters, customer lists, and other testimonials. That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.
Aim Higher!
Susan A. Enns,B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
What do your customers have in common? How many employees do they have? What industries do they operate in? How often do they use your product? What related products do they also use in addition to your product?
When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future. In doing so, you clearly define your target market, ensuring you will spend most of your time talking to prospects that are most likely to buy.
For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Management Tips
Do you need ideas for discussion topics for your sales meetings? Create a file folder labeled “Sales Meeting Ideas” and keep it handy. As discussion topics pop up during the week, just place a reminder note into the file. On the day before the meeting when you are preparing your agenda, review your file and choose a theme for your next meeting.
For example, if a new order process procedure is resulting in a number of questions from the sales people, you could write a note for your file to remind you to arrange for someone from the Order Processing Department to speak at your meeting. Or if you read a newsletter with a great sales tip, put it in your folder so that you share it with your team.
As a general rule of thumb, if you receive the same question from two different sales people in a short period of time, it is an excellent topic for a sales meeting. It’s not that the others on your team don’t want to ask the same question, they just haven’t gotten around to it yet. Answer a question individually, and you will have to answer it several times, but answer it in a sales meeting, and you answer it only once.
Aim Higher!
Need more sales meeting ideas? Join our free webinar where we discuss quick and easy ways to make your sales meetings more interesting and productive. For more details, visit www.b2bsalesconnections.com/webinars.php.
For some sales tips that you can use in your sales meetings, check out our free sales resources at www.b2bsalesconnections.com/sales_resource.php.
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Sales Quotes
“If you don’t know where you are going, you’ll end up someplace else.” – Yogi Berra
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, www.twitter.com/SusanEnns
Posted by Susan A. Enns under Quick Sales Tips
Do you track all of your prospecting contacts in contact management program? Make sure you enter every call, regardless if they are a prospect or not. Not only it is important for you to know where to go when, but it is also important to know where not to go.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Sales Quotes
“Do not say a little in many words but a great deal in a few.” – Pythagoras
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Sales Skills
One thing I hear from sales representatives all the time is “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!”
To survive in sales, finding the time to prospect is not optional! The best way to do this is to arrive at the office Monday morning with your week already booked. (more…)
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