Selling on Price
Selling value means reps have to do research. They need to understand the challenges their customers face and the opportunities available to them. They need to understand business – how their customers make money, where they can improve employee productivity and how they increase profitability.
AI, Omnichannel Marketing, and Summer Slumps
Answers to questions on how sales reps can use AI, how to adjust to changing B2B buying patterns, the importance of omnichannel lead generation and how to avoid a sales slump in the summer.
Younger Reps Not Making the Cut? It’s Time to Change the Ending of the Story
All of the research points to one conclusion – sales training and coaching are essential for your sales reps and the health of your business. By properly investing in training and coaching, businesses can hire top talent and help them succeed. Small business owners don’t have the time to develop a training and coaching program to deliver specific sales results. Half-hearted training results in sellers who don’t use a defined process, don’t know how to differentiate their company, don’t know how to self-correct when things aren’t working, and don’t deliver the sales results their companies need.
Sales Rep Development and Dealing with a Looming Recession
Sales Reps need ongoing development to remain productive as buyer's needs change and in a disrupted economy.
Post-Sales Engagement: The New “Must Have” Sales Process
A strong post-sale engagement process is essential for companies looking to grow existing account revenue. In today’s world, the process extends beyond ensuring your customer is happy with the delivered project. It offers businesses a way to demonstrate their...
Questions on AI and Sales Compensation Plans
The most significant impact on sales productivity from these tools will be generating prospecting emails and LinkedIn posts. Most of the reps I coach struggle with writing. Some have trouble thinking about what they want to say; some can’t write coherent sentences using correct grammar; some type in all caps – it’s a myriad of problems. AI tools will make it easier for reps to write, and that will help them prospect using email and LinkedIn.
Owners Want to Know
When a rep starts, especially one without experience selling print in your area, activities are more important than sales.
Hiring Sales Reps
Hiring sales reps can be a challenging process. Your company needs reps who can sell in today’s environment and represent your company well in the marketplace. Industry experience is great, but finding sales reps who are passionate, willing to learn, and a good fit for your company culture is more important.
Happiness
Has the disruption since the pandemic started in 2020 caused you to lose a spark? Are you finding it more difficult to take on the serious challenges in your business and easier to keep on doing the same old things? Are you engaged in developing your own business and its culture or are you just focused on getting to the end of another day?
Qualifying Opportunities
It's more challenging to sell today than it once was, and a lot of reps claim it isn’t fun anymore. But those reps haven’t evolved; they haven’t continued to improve their skills or sales process. For the reps who have evolved, they are still selling and having fun doing it.