Don’t oversell or it will hurt you

Don’t oversell or it will hurt you

We’ve seen this happen over and over again – you could be guilty of doing this too… Picture this, you have a prospect that is interested in your product or service. It seems that bringing them on board as a new client is more or less a done deal. Your rep continues to sell to them anyway. They keep piling...

Treat Leads like Gold

Treat Leads like Gold

Treat Leads like Gold Here’s a shocking statistic. According to a study conducted by InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn’t matter if you have a client base of 10 people or 10,000 people. Ignoring 30% of your leads is...

Criticism – Learn to love it!

Criticism – Learn to love it!

Criticism – Learn to love it! You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects. It’s easy to get wrapped up in your faults when...

Trust is just the start

Trust is just the start

Trust is just the start For many years, developing trust and rapport was considered the hallmark of a great sales process. Driving sales required exposing your sales team to a maximum number of prospects and developing trust and rapport with those prospects. As such, the primary objective for most salespeople has always been to find as many qualified prospects as...