Now it is time to take a look at what questions to ask. Here are 75 questions, grouped by their intent or their situational setting in the sales process.
Read More
US News lists the sales manager among the most stressful jobs one can have, and a survey by Thrive Global found 67% of reps are close to reaching burnout. In another survey by online career database PayScale, the sales account manager was ranked as the second most stressful job, with 73 percent of respondents rating the role as "highly stressful."
Read More
Most of us think that we’re great listeners. And because you’re a sales leader, you are probably better than average. A recent study indicates that over 85% of managers identify themselves as above average listeners. While this sounds positive, it is statistically just not possible!
Read More
The article is the personal, behind-the-scenes look at what it takes. The sometimes ambiguous, less glamorous side of being an Interim. And when you are done reading you will think, this was obvious, too.
Read More
The list of considerations when going international is long: duties, currencies, regulations, customs, language, to name a few. One crucial step, however, often remains unaddressed: How to sell. All falls flat if an enterprise lacks the right sales resources to actually close a deal overseas.
Read More
This is the second article on sales objections. The first one covered 40 objections Leslie Ye pulled together. I have been gathering 20 further objections and responses to it. Enjoy.
Read More
Trust is both an emotional and logical act. It is the firm belief in the reliability, truth, ability, or strength of someone or something, without the proof. Trust is important in all aspects of life, and making the decision to make a purchase requires a lot of it.
Read More
Sales often are the source of the greatest pride and the biggest disappointment for a business owner, all at the same time.
Read More
Where Does the Fractional Model Work Best? It is not a one-size-fits-all. It does have a place in many SMEs looking for growth, change, and a fresh perspective.
Read More
Rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
Read More