September 22, 2009 – 12:59 pm
Fingers brushed across the dial pad. An electronic voice answered and welcomed the caller. “press 1 for sales, press 2 for support…” The man banged zero looking for a live person, and found success. “Hi” he said, “May I speak to your director of marketing please?”
“I am sorry without a name I can not connect [...]
OnlineSalesSoftware.net, maker of online sales management tools and the innovative Sales Power Bench, just realized that if your company is suffering from a dearth of qualified sales leads, lead management tools are not that important. Even though the return on investment of a solid lead management software tool is very high, leads still need to [...]
Neil Rackham, in his book SPIN Selling, lays out a simple to use and powerful sales qualification process. Used is the acronym SPIN, which is Situation, Pain, Impact and Need-Payoff questions. Mr. Rackham tells us that the best sales pros spend much more time in the implication and needs-payoff phases with prospects.
S: Situation questions [...]
The salesman looked down at his gold Rolex. 2 hours till the meeting with Jim Otto, CFO of ACME Enterprises. The salesman flew in that morning, rented a car, and was now staked out in a Starbucks. He liked to get into town early and to scope out the address with plenty of time to [...]
Today is a great day. Birds are singing, sun is shining and the 1015 prospects, on this fresh list, are dying to hear my pitch. I start in 9 minutes, 9 AM ET and will work across the time zones to CA late afternoon. I am in Central time. My goal is 4 leads. And [...]
April 14, 2009 – 12:10 pm
Sales Force De-Automation
Time to Sell: Do your tools increase or decrease?
Good salesmen have tool kits which help them achieve sales; communication skills, verbal and written; knowledge, industry and product; business acumen; and time management.
The last item is is the most important. Time is the resource which can not be increased. How the [...]
I worked at IBM for several years. Just a great company to be part of. IBM’s philosophy of learning and respect for the individual built a great place to work. The training was extensive; technology, from ERP to ecommerce; consultative sales; and the IBM business process. One process which our company uses to this [...]
Lead Management Sales Management