 Category :: Sales Management Articles |
Author :: Bill Truax  |
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| Article Title :: The Value of The Sales Team Assessment to the Sales Executive |
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| The Sales Team Assessment is almost an unheard of event for most companies. Primarily because most consulting firms don't do it. They may provide some form of critique of the sales teams' effectiveness while reviewing the companies overall operations, but a real Sales Team Assessment is rare.A Sales Team Assessment can be of two varieties. The first is to get a broad overview of the workings of your sales team in light of the objectives and resources of the company. This also includes an analysis of the skill bases required and their level of achievement in the field.The second type of assessment is for a specific reason or goal. For example, you may be introducing a ne (read full article) |
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| Category :: Sales Management Articles |
Author :: Louis Columbus |
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| Article Title :: Solution Selling With Integrity |
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| The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into specific sectors of CRM, the more solution selling is being invoked. All this newfound religion of selling solutions is truly transforming some companies away from being purely product-centric to being problem-centered on their customers’ broken business processes first. The most positive aspect of solution selling pervading the best-of-breed CRM community is that it is starting to make a difference.These best of breed vendors who are walking the solutions talk also have generated a sid (read full article) |
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| Category :: Sales Management Articles |
Author :: Dave Kahle |
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| Article Title :: Frustrated With Your Company's Inability to Develop New Customers? Try a Sales Blitz |
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| One of the most common complaints I hear from my clients is this: "I can't seem to motivate the salespeople to call on prospects and develop them into new customers."There is a relatively simple, fun and inexpensive way to remedy this situation. It's called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it.Here's the problem. Most B2B sales efforts are organized around a sales rep who is responsible for a specific set of accounts, or a specific geographical area. Typically, that rep is expected to grow the business with the current customers as well as to identify and develop new customers.Clearly, most salespeople are better at on (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: The Danger of Success |
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| Keep Your Prospecting Muscles in Shape!The other day I was visiting with one of my neighbors for the first time in a couple of years. We live in an area where we wave to each other a lot, but don't seem to talk much. As the conversation continued we started talking about how our respective companies were doing. He owns a chemical blending company with about 50 employees that is doing quite well.I explained that our sales consulting and training business was doing pretty well also, and then he asked me the universal question I always seem to get. Do you know of anyone who is a good sales manager I can hire?It seems as if a lot of smaller companies need a good sales (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Use The Blitz Presentation and Blitz Sale - When Appropriate |
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| When we talk about prospecting for the commercial/industrial sales professional we usually consider these facts. First, numerous studies have shown that sales are made after the 3rd call so the initial calls are simply relationship builders. Second, timely follow up is critical so that you can actually get to that 3rd call. Third, we have found that a low key and repeatable system for prospecting is easiest to measure and track effectiveness. That is also a brief description of our BLITZ CALL® System of Prospecting and Making Cold Calls.In 1972, I developed what is now our Prospecting System, when I was working in the grocery industry. I was with a large national company at the (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Persistence in Prospecting is Simply the Aerobic Training of Sales |
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| A few summers ago I started running Triathlons. At my age, simply crossing the finish line alive is a real thrill. As my training continues my focus is on aerobic conditioning. Simply stated this is the ability to perform some form of exercise for longer and longer periods of time.The method recommended by all of the professional trainers and doctors is Long Slow Distance, LSD. That is swim, bike, and run for longer and longer distances while maintaining a relatively stable heart rate. The results should be a stronger ability to perform at higher heart rates. As you maintain this training regimen, you will perform faster because your ability to replace oxygen increases. So, you (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Prospecting -The Importance of Repetition |
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| When we talk about our BLITZ CALL® System for prospecting and making cold calls we say that it is easy to learn, simple to do, low key, repeatable, measurable, and effective. People seem to understand each of those characteristics except the word repeatable.Repeatability is important in virtually every skill that you practice. For example, in bowling, tennis, or golf you develop a form or delivery that puts the ball in the exact position you want it. Then you simply try to repeat that movement every time. When you take lessons your performance is judged on how well you do compared to that "perfect form." This makes life a lot easier for you because you don't have to try someth (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Prospecting - The Importance of Repetition #2 |
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| When we describe our BLITZ CALL® prospecting system one of the phrases we use is that it is repeatable. We feel that any system for prospecting that you use should be something that is repeatable.Sales professionals always ask me why? In this age of creativity and spontaneity, wouldn't any system that is repetitious become boring or monotonous?Not really.•First of all, we sales people are not really very creative.•Secondly, spontaneity is fun for parties and social atherings, but it seldom benefits sales situations.•Thirdly, the value of doing something over and over begins to show value very quickly.When we teach prospecting we literally (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Prospecting - We Are All Subject to The Law Of the Hierarchy of Habits |
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| Just like gravity, you are under the control of the Law of the Hierarchy of Habits whether you like it or not. But unlike gravity, many of us don't realize how important this law is to our performance in virtually every skill we perform.The Law of the Hierarchy of Habits says that,
"Under pressure, you will do what you are most prepared to do."Now this makes a lot of sense when you think about it. Look at someone who has never tried to play tennis. When they get out on the tennis court they look like a real klutz. The same thing with bowling or golf or really any other skill based activity.Now most of you will probably say that this is common knowledge and it is (read full article) |
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| Category :: Sales Management Articles |
Author :: Bill Truax |
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| Article Title :: Prospecting - Your Future is Dependent on Your Present |
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| One saying seems to be appropriate in my business life and it starts with, "if I had only... “It seems that hind sight is truly 20/20. But when I think of all the decisions I should have made or the actions I should have taken one fact stands out very clear. I knew what I should have done; I simply didn't do it!There are many good reasons why we don't do the things we know we should. For example, when the doctor told me for the 5th year in a row that my cholesterol was too high, I once again assured him that I would start exercising and watching my diet.About two weeks later I was at a meeting and during one of the breaks a friend said that his neighbor had dropped dead (read full article) |
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