You have valuable goods and services, and want to sell, people and organizations have needs, and want to buy. Connecting the two and finding/crafting sales and marketing talent that drives growth is no simple task. To craft a selling strategy, one must first understand the product. I like to categorize based on two factors– complexity […]
Read More How To Sales #18: How to Craft an Appropriate Sales StrategyI once talked to a new-ish salesperson on my team about a problem he was having with closing deals. Let’s pretend his name was Richard. Richard described working long hours and opening hundreds of new opportunities per month (more than anyone else on the team)- but his sales numbers weren’t increasing. He rightfully wondered how he […]
Read More How To Sales #6: How to sell more- Qualify, Qualify, Qualify.If you’ve worked in sales- especially business to business sales- for more than 5 minutes, you likely know all about big, cold calling/email campaigns. If you haven’t- it usually goes something like this: Someone buys a list of contact information. The list gets handed off to a salesperson, who is supposed to turn those leads […]
Read More How To Sales #5: Sales is Not a Numbers GameAs discussed in previous posts, Sales Departments are at their best when each salesperson develops a sales strategy based on personal strengths. In this post, I want to discuss how to do this with self-evaluation, external skills analysis, and critical business thinking. The goal of this plan is to use the traits and skills that are second-nature to […]
Read More How To Sales #4: How to Develop a Personal Sales StrategyIn my last post, I described how sales is basically playing to your strengths. You use the skills you have to make the best environment for your targets to buy. In this post, I want to concentrate on defining some core skills almost every salesperson will need to develop to take their success to higher […]
Read More How To Sales #3: Core Sales Skills
Christian McCall 