Field Sales
Is the Sales Opportunity Worth Winning?
As sales professionals, our time is our most valuable resource. How we invest that time will ultimately determine our success in sales. Have you ever been excited about winning an opportunity, but then had to spend a great deal of time with your customer post-sale, work with others at your company to implement the solution,…
Read MoreCan You Win the Sales Opportunity?
As sales professionals, we have limited time; a finite number of hours to hit our sales goals. How we invest that time will ultimately determine our level of success. There’s a mentality out there among sales reps that we should pursue every opportunity that comes across our desks. But if sellers are chasing deals that…
Read MoreHow to Determine If Your Sales Opportunity is Real – Part 2
Sales reps have less access and limited time with decision makers since the growth of virtual selling. It’s more critical than ever for sellers to spend their time and resources on the right sales opportunities. But how do we know which sales opportunities are the right ones? In the first part of this blog series,…
Read MoreHow to Determine If Your Sales Opportunity is Real – Part 1
As sellers, our most valuable resource is our time. If we had more time, we could close more business. But, since the onset of virtual selling, it’s been a lot more difficult for sales reps to qualify and win opportunities because we have less access and limited time with decision makers. And while we are…
Read MoreThe Role of Emotion in Buying Decisions
Are you emotional or logical? Left brained or right brained? Task or relational? The answer for most of us is, of course, both. However, what many sellers don’t think about is that when it comes to decision-making, and particularly buying decisions, almost all people make an emotional decision and then justify it with logical reasons.…
Read MoreThere’s no “I” in Team (Selling)
What is team selling? As stated by an article from Sales Hacker, “team selling is a collaborative approach where you develop a sales strategy involving two or more team members working together. The goal is to utilize each team member’s talents and skills to maximize sales. Team selling is about effective communication that leads to…
Read MoreThe 3 P’s To Influence Your Unreceptive Customer
One of the greatest challenges that all salespeople today face is that our audience’s level of receptivity is rapidly decreasing. Said another way, our customers are becoming less receptive to us and to our messages. The people who are open to meeting with us, the people who are emotionally open to new ideas, even in…
Read MoreThe Academics of Selling and Women in Sales Leadership
I recently sat down with Stefanie Boyer, a professor at Bryant University, to discuss the academic side of selling, the importance of women in sales leadership roles, and how practice makes perfect in a selling career. While working on her dissertation for her PhD, Stefanie studied how to train people more effectively in sales.…
Read MoreLessons in Conversation from Forensic Interrogation Specialist Michael Reddington
One of the most critical aspects of a sales rep’s role is being able to effectively guide conversation and uncover information through good questioning techniques. There are many ways to unpack this topic, but I thought it would be interesting to look at questioning, or interrogation, from another perspective. To do so, I sat down…
Read MoreWhat Are You Really Selling?
When asked the question, “What do you sell?” most sellers think about a product or a service with some sort of tangible benefit or ROI. They think about a “thing” they offer as a solution and the business or financial benefit attached to it. But that’s not what reps are actually selling – what you…
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