All the content you need to achieve sales success.
Sales isn’t just the art of convincing people to buy the product or service you’re selling. In fact, the foundation of sales lies in quality communication: You must learn to actively listen so you understand what your customer wants and needs. But this is easier said than done. Luckily, we got some key tips to improve your communication fundamentals. In …
Our company sends out monthly email campaigns. Although they seem to be well received, our subscribers continue to drop off, and there does not appear to be any real sales benefit. What should we consider to improve the impact? – Jarvina in Las Cruces, NM Answer: Jarvina, there are three core steps you need to take regarding your email campaigns: …
We’ve all been there: A customer has missed a payment or fallen behind in their account. While prevention is the best medicine, here we are, and we need resolution. How can we help our accounts payable team and receive remittance? When our client is resistant to paying the invoice, how do we respond? The following steps will help you collect …
I’ve had several clients ask to become friends on my personal social channels. While I use resources such as LinkedIn for client connections, I am concerned about blending my personal social media channels with work. My sales customers are my livelihood. Where should I draw the line? – Toni in Baltimore, Maryland Answer: Toni, building and maintaining relationships through social …
Lately, you can’t escape discussions about how artificial intelligence – AI – will inevitably disrupt and even end retail sales. We’re already seeing the rise of self-checkout stands at grocery stores, and chatbots are an increasingly common part of online purchasing experiences. Are we on the verge of a retail sales apocalypse? We spoke to Patrick Carter, a sales leader …
We have a long-term relationship with a well-known firm. Our sales representative does a great job, and the overall product and service quality are excellent. The problem is invoicing. We cannot get our invoices in a timely manner. We have complained about this issue and had meetings about it, and yet our invoices still show up months after the order …
Who do you think of when you think of a sales professional? If you’re reading this blog, you might think of yourself, but most people will imagine a man. This isn’t just based on old-timey stereotypes and media; women are still vastly outnumbered by men in sales. While women have been making progress in the field, the percentage of women …
I haven’t talked to a prospect in several months and think I may have dropped the ball. What should I do? How can I pick up my fumble? – Maddie in Ponca City, Oklahoma Answer: Pick up the fumble and run with it. Reach out and check in with your client. Don’t apologize; just initiate your conversation where you left …
Are you struggling in sales? Are you looking to increase your closing rate? To succeed in sales, it’s vital that you know who you’re selling to. How well do you understand your clients? How well do you understand buyer motivation? Make sure you know what your client wants (what they really, really want) before you make your sales pitch. Thinking …
Acquiring the skill to effectively communicate with your internal team is a juggernaut for sale success. Every sales woman, including the one-woman consultant, works with a diverse group of individuals to accomplish desired client outcomes. How you interact with this village will help or hinder your sales efforts. In sales, we are so focused on our client relationships and communication …
Depending on your career and personal needs, job sharing may be an ideal option for you. Even in sales, job sharing is possible! But how can you pursue this option in your sales position? In a new interview, Lynn spoke to two sales women who successfully job shared for over a decade. After all that time, Liz Pearl and Tari …
My client has a new boss that has a relationship with a competing company. I don’t want to lose this client. How can I get in front of this and save my client from turning to the competitors? – Laura in Columbia, Missouri Answer: We all know how important client retention is for maintaining our sales and fostering strong business. …
This past week, during a conversation with Terri Tinker at KNKX, I took the opportunity to share our recent Strategic Sales Queen press release. During the discussion, I jokingly made the comment, “You have to ask or you won’t get a yes.” Her reply struck an instant chord between us. Terri said, “I know exactly what you mean. My grandfather …
I’m struggling to receive returned calls. I follow up over and over. Calls, emails, and inmail on LinkedIn – nothing works. What am I missing? How do I get a call back? – Johanna in Brandon, Manitoba Answer: How do sales people improve the likelihood of receiving a returned call from their prospects? This is the million-dollar question. Seasoned professionals, …
We have all developed standard messaging, processes, and steps to pursue and close sales. Even so, it’s vital that we take a step back every 10 weeks or so to re-tool and re-frame. Reconsider the content you’re sending out, the look and feel of the message, the methods of communication delivery, the ease for interaction with our clients and prospects, …
Whether you work in sales directly or work with sales, you may wonder how you can work more effectively with procurement and provide long-term value in your client-vendor relationships. Kendall Cowdrey, a senior procurement facilitator at a Fortune 500 organization, knows a thing or two about developing lasting relationships. She offers expert advice in our new podcast interview. Kendall explains …
My clients never give me referrals. I’m doing great business with them with outstanding performance reviews. Why won’t they voluntarily recommend me? – Blessing in Huntsville, Alabama Answer: Blessing, this is a great question. As with asking for the sale, you must ask for the referral. This is a simple answer, but there is an art to asking for referrals. …
Cold calling in sales can be intimidating. Disinterest and rejection can make practicing cold calls disheartening. Fear not! You can gain confidence from our advice on doing your research, creating a good elevator pitch, and being yourself while letting the conversation flow naturally. No matter how shy or inexperienced you may feel, you can and will develop this skill. With this webinar, …
You may have heard that patience is a virtue. Not only is this a good antidote for everyday life, it is especially true in professional sales, as patience can pay big dividends towards closing the sale. This is not the same thing as letting a sale cool down and drop off your radar. Rather, it’s an integral component of every …
Whether you’re new to sales or have been at it for some time, it’s important to get back to the basics from time to time. This enables you to refresh and revisit your skills and get reenergized for the day-to-day. So, what do I consider sales basics? At the core, this is what I identify as the foundation of all …