I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down were wearing on...
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other type of salesperson. You must build relationships that provide you a...
It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is, “Because it’s Tuesday at 10 AM.” In other words, the salespeople...
One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...
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