Online Sales Software has rolled out ” the Morning Roll Call.” This new communication trigger will improve communication with your
sales channels. The Roll Call is an automated email, containing lead and opportunity details, which is sent to all sales people each day. The email
reminds all salesmen, direct and in-direct, to work leads and to [...]
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 [...]
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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 [...]
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 [...]
A lead qualifies to an opportunity and the opportunity is won or lost, or the opportunity sucks time and resource from the selling team as a vampire sucks blood from his victims. This sales stage is called Vampire. Sales records which keep bobbing on the pipeline but which closing is futile, are Vampires. Time [...]
January 5, 2009 – 11:55 pm
Happy New Year all, and an extra Happy New Year to all the prospects which I am about to call, starting today. My sales software pipeline is teed up. All the friendly and cooperative prospects are just sitting in their offices or cubicles, holding their breath, and wishing the phone would ring with me on [...]
January 5, 2009 – 2:55 pm
Does your sales team build a territory plan? This is a detailed document which defines how sales attainment goals are to be reached. The territory plan is the magnet that applies steady pulling power to your sales goals. Even better, the plan lays out benchmarks for attainment which drives important sales data to sales management. [...]
Lead Management Sales Management