Listen as we discuss today's challenges and opportunities in sales
In sales, demonstrating sincere interest in your clients, or worthy intent, is invaluable. It’s how you build stronger, lasting relationships with your clients. Worthy intent in professional sales is all about building relational capital with your prospects and clients – the practice of making a deeper connection with the individuals you work with. You accomplish this by shifting the focus …
What is the difference between solution and relationship selling? Which sales method will be most effective in your approach? Most sales efforts will fall into one of two categories. Knowing your product or service, your clients, and your sales objectives will help you determine whether to offer solution selling or relationship selling. Different skills apply to each method, though. So …
What is a thought leader, and why is it so important to become one? You may have heard buzz about thought leadership a lot in the past few years, and it’s becoming increasingly important to establish your role in it. Developing your part in this will lead to greater sales success. Indeed, thought leadership can give you an edge in …
Rejection can be hard to take in your sales career, whether you just started or have been in the industry for decades. How do you handle it with grace? Moreover, how do you move forward from it? Sales veterans Lynn and Tina have been there, done that…. time and time again! They’ve learned from experience how to not only maintain …
In sales, knowing the ins and outs of your product or service is crucial. Being well-versed in the features and benefits is the foundation of sales success. While knowing these details is invaluable, it’s not a panacea. You must also think about how an organization’s culture will play into the resonance of these features and benefits. How well do they …
The importance of actually doing what you say you will do cannot be understated. If you make a promise, you need to keep it. While this rings true throughout life, it’s especially crucial in sales. You gain trust when you keep your word. On the flip side, not following through undoubtedly harms sales. And no matter how reliable you are, …
In professional sales, you’re always on the move. When you’re constantly traveling to new destinations, it can eat into your work time. How do you stay productive while you’re on the road? How can you utilize your business travel time more effectively? Sales veterans Lynn and Tina share their top tips to maintain sales while on the move. Make the …
A successful sales career is all about having the right strategy. So what’s better? Should you focus your sales efforts on a few top prospects, or is it better to throw a wide net? Sales experts Lynn and Tina each share their own insights into which strategy to utilize. In part, it depends on your sales goals and the objectives …
You’ve probably heard that patience, persistence, and perspiration make an unbeatable combination for success. But does persistence really pay off in sales? There’s a fine line between being persistent… and being a nuisance. In your sales position, you want to maintain both good relationships and good results. Not sure where that line is? Lynn and Tina – both sales experts …
We’ve all head experiences in which a sale goes cold. It can be frustrating and confusing when you and a prospect had a real connection with a spark of interest, but now the prospect has gone cold and you can’t get a pulse. What do you do when they’re suddenly ghosting you? Lynn and Tina have both been there. They …
Like it or not, and try as we might, not everyone will like you. For some this can be hard to accept, but realize that this doesn’t speak badly of you. As likable as you are, some people just won’t get along with you. That’s fine in life, but how will it affect your sales career? Sales is about building …
Ladies, have you ever considered a career in sales? Contrary to the trope of sales being a man’s career, women excel in this industry. Why is sales a good career path for women? What are women’s strengths in sales? What do women bring to the table? In addition to being a great fit for sales, this career path is often …
Promoting yourself is a vital component of career success, especially in sales. Yet for many women in sales, self-promotion is very difficult. Women have been socialized to be modest, agreeable, and quiet, while men have been instilled with the very skills that are praised in the workplace. It’s time for ladies to feel just as confident as men. It’s time …
You may have heard that desperation never sells. You should never let them see you sweat! Why does appearing desperate not help your sale, or even damage it? When you’re struggling to meet your quota, how do you keep that from seeping into your conversations and presentations? How can you stay positive and motivated when your sales are struggling? Find …