I want to share the top job interviewing tips that are essential to anyone interviewing for a career in sales. I’ve been the CEO of my own company for more than 20 years, helping multiple companies get acquired for over 1 billion dollars. Before that, I spent 20 years in Read more…
In the last post, we discussed determining the company and operational characteristics of your best customers. And as your previous five wins. We did this to better help us build our ideal customer profile. Now we look at technology and service characteristics. Technology Characteristics Every market or industry has technology Read more…
In this blog post, we define the company and operational characteristics. And we use this to build an ideal customer profile. And we will present the other five characteristics in future posts. You created your team. Then you gave them the task of developing your ideal customer profile. And your Read more…
The secret to finding your ideal customers is right in front of you. It is something that seems obvious but hasn’t always been in the B2B Sales world. The old model of chasing every potential prospect is fruitless and outdated. The best way to find ideal customers is to look Read more…
The first step to developing your Zebra profile is to build your Zebra team. It is critical to include key individuals from appropriate departments to form a cross-functional team. This ensures great input and buy-in across the company and gains the cooperation necessary to gather and analyze the necessary information. Read more…
Activity does not equal productivity. Why not? Because most sales activities don’t drive a deal to close. Activity is anything from making a sales call to entering data into the CRM. You might be surprised to find that your most “active” salespeople are not your most productive. How much of Read more…
Focusing on Zebras makes it possible to close as much as 90% of the business your organization pursues. With such a high close rate, you can spend more time and effort pursuing high-quality leads where you can add unique value. When you identify your Zebra, you put yourself in a Read more…
Whether you are nurturing a professional relationship or a personal one, no one likes to feel like they are misunderstood or not being heard. Many times this perception, whether true or not, is the result of the way you communicate your level of understanding of the other person’s perspective and Read more…
The biggest complaint from sales professionals is that CRM’s actually detract from selling and require significant administration to keep updated. Adoption for top sellers is low.
A great sales meeting is based on consistency. This article will lead you through creating a simple structure to your sales meeting.