Categories ArchivesSales Management

Help! I Can’t Close Sales: 5 Ideas to Increase Your Close Ratio

Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal. “By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?” I can’t tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it’s not the real problem. Your inability to close is a symptom. What it really means is that your prospect does not think it’s worth making a change right now. In short, it’s nice ...

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Closing That Sale Using Your Financial Expertise—Part Three

If you’d like to skip right to our free ROI calculator, click here. Thank you for following this three part series on Pencil Selling and ROI Selling.  To show our appreciation for your interest I would like to make you a great offer.  For the next 30 Days iSalesman will make available to you both The Financial Selling On-Line Training Course and the iSalesman ROI Calculator under a Special Offer.  All you have to do is pay a $10 Fee via PayPal for the Financial Selling Course and provide your contact information!  If this helps you close a $50K deal what’s the ROI? (Answer: 900%, Benefit-Cost/Cost) The biggest barrier to engaging in an ROI discussion with a client is your confidence ...

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Sales Outsourcing – How Is it Done?

The phrase ‘sales outsourcing’ may be familiar to you, you may have even outsourced a sales team before now. The traditional idea of sales outsourcing is that you hire a third party in order to use their specialist knowledge for a particular campaign. They are then responsible for representing your brand and must accept responsibility if anything goes wrong. The idea is that you will hopefully end up with a satisfactory ROI. However, although this is a method that is still used today, there are now variations on sales outsourcing and many different options available to you and your brand. Syndicated teams are one such option. Field marketing agencies have syndicated teams in-house who are great local shops and large ...

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Gaining Home Office Experience

During my career in pharmaceuticals I found that the sales colleagues who were willing to go into the home office for a 1-2 year rotation improved their chances of being promoted to sales management positions in the future. Many times some of the top sales professionals say no when asked to spend time in the home office for 1-2 years. The benefit of going in to the home office provides you with an increased understanding of your corporation. In addition you can build an internal network that will benefit your career for many years. Many times sales colleagues who decide to spend time in the home office find it to be one of the most positive times in their career.

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Deconstructing “The Joy of A Salesman” Video

What is “The Joy of a Salesman”? A couple of months ago I received a link to this video from two separate friends in the sales game. It was posted on YouTube by “mrsalesguy01” back on August 9th but it didn’t come to my attention until October. As of today it has accumulated a very respectable 1,508,203 views. Note: I attempted to contact Mr. Sales Guy to do a telephone interview before posting this article but he has not responded to my email, possibly in an attempt to remain anonymous. As a result, all I can share with you are my opinions and observations regarding his motivation to create this video and exactly what he is trying to communicate. NSFW ...

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Calculating the True Cost of Marketing

Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on every closed deal? That dream is a reality today, even in bricks-and-mortar companies like home improvement contractors. Every business owner knows they must invest in marketing but few know how or where to put their money. Even some companies with more evolved sales and marketing cultures often have difficulty tracking their ad dollars directly to specific sales. This is a shame because in our age ...

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Explaining The Sales Cycle

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along the way –  the team will beat a hasty exit while the getting is good. This approach is a mistake. Explain the Sales Cycle. As I described in my article on Recruiting Top Producing Salespeople, and will explain in detail in my upcoming article on Corporate Transparency, my belief is that in all aspects of running a sales team, honesty is the best policy. Better ...

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Recruiting Top Producing Salespeople

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be primarily covered in my articles on company ethics and compensation plan structuring. In this article I’m going to describe the steps required to find productive salespeople in the first place. In many ways it’s like a sales funnel, you start with a large pool of targeted prospects and winnow them down until you find your needle in a haystack. =========================== =========================== This system involves nine ...

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The World's Greatest Sales Team?

This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies I work with. Some of these shortcomings are common at almost every organization. Things like inconsistent or non-existent follow-up and lack of communication between the sales, marketing, production and customer service departments seem to be the order of the day no matter where you go. Other factors are present in some companies while absent in others. And it often seems that sales organizations that are ...

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