Written by Alan Rigg
Neither you nor your employer can any make money unless a prospect says “yes”. However, getting prospects to say “no” can be equally critical to your success.
How is this possible? I’ll answer that question by asking two more questions:
How many of the prospects in your sales opportunity pipeline say things like, “Let [...]
Written by Alan Rigg
Talking about price is an important step in the sales opportunity qualification process. After all, if a prospect can’t afford your price, are they really a valid prospect? Do you really want to invest your valuable time trying to sell to them?
That said, it often does more harm than good to discuss [...]
Written by Alan Rigg
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.
Think about it – if every one of your company’s salespeople sold every product and service in their portfolio to every business unit, department, and division of [...]
Written by Alan Rigg
Here are seven additional factors to consider as you define the parameters that produce success in your company’s sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.
9. Administration
Which sales job functions require [...]
Written by Alan Rigg
Wouldn’t you agree that every sales job is unique? Aren’t there significant differences in products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? Given these many differences, how can you accurately define the parameters that will produce success in your company’s sales job?
The questions [...]
Written by Alan Rigg
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely, and started writing down extensive lists of goals that I expected to achieve, along with due dates for [...]
Have you got eleven seconds to learn a simple principle? A principle that will radically change the way you do things?
You do, don’t you?Ok, tick, tick, tick….here’s the principle.
It’s called..um…the 70% PrincipleSo what’s the 70% Principle?
If a job is worth doing, it’s worth doing 70% right.You can always come back to do the 30% later.
Yes, [...]
Written by Alan Rigg
Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it:
What are resumes? They are an individual’s subjective portrayal of their capabilities and experiences.
What occurs during an interview? Interviewees attempt to package their responses to [...]
Written by Mark Ferguson COO Rapid Success Partners
I can no longer sit in the shadows and bear the pain that I feel from business owners across the world. I feel your need for clarity, direction, and positive change. I have tried in so many ways to make a difference and help where no one else [...]
Let’s say you want to blow up a lab. What do you do?You take two explosive chemicals and mix them together, right?
But what if you took Na + Cl and mixed them together somehow.
What would you get? You’d get salt. What’s worse is that the lab would not be ‘blown up.’And you’d be a ‘failure’. [...]
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