If you’re a business owner or entrepreneur, this scenario may be familiar: you work long days, perhaps 8, 10 or 12+ hour-days, with a never-ending to-do list. You spin so many plates it can feel relentless, and yet at the end of the month or quarter you find yourself in need of more sales and to increase sales. When we’re
There are lots of negative stereotypes around sales. These stereotypes — portraying the practice of sales as a manipulating activity — are prevalent, and can be deep-rooted. It’s why many entrepreneurs see sales in the an unfortunate light. The result? They don’t practice consistent outbound sales activities. If you want your business to grow, you need to shift your thoughts on sales.
Are you comfortable to ask for the sale? This is a common problem. You have an amazing product, service, skill or expertise to share with your prospects. You speaking with relevant prospects. But do you then move the conversation to the point where you ask for the sale – or do you just leave breadcrumbs, and almost expect the prospect
When working on sales mapping with technology businesses, we frequently find a common ‘slow point’ within the sales process: the sales demo. If you sell a technical product, you need to give the prospect an initial “glimpse under the hood” but you don’t want to make it so self-serving that even getting prospects to agree and engage becomes a sales bottleneck.
Have you ever dialed the phone and gotten voicemail enough times that when a real person actually answers the phone, you’re almost in a state of shock? Or have you ever been speaking to a prospect on the phone and they ask you such as direct and relevant question that you feel flummoxed? We’ve written about reluctance to use the
Picture your telephone. There’s someone at the other end of the line may be wrangling with the exact problem your company solves, they may have budget available now and even struggling to decide which vendors to potentially work with. They are looking to gain insight, understand what’s possible and to have conversations. More specifically, they need to have a conversation