Sales have changed from primarily in person to primarily online. This shift was in the making before the pandemic, the pandemic pushed online selling into the deep end of the pool. Selling in person or online requires communication skills. In this conversation we talk about the change in the selling environment and the need to get even better at moving off the solution.
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About the Author
More Content by Jeffery Downs
Do more cold calls mean more sales?
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Jeff, Abbey, and James get into a robust conversation about customer service. Should sales professionals provide customer service or not? Listen to the conversation and you decide.
In the era of information, what do you use to enhance your sales prospecting, qualifying, and closing? Abbey, James, and Jeff discuss what technology to use, how to use it, and when to quit.
Join Abbey, James, and Jeff as they discuss the importance of not guessing what your clients want or need.
Big data used by artificial intelligence to increase sales is a massive movement. Does AI replace the sales professional? Or does AI enhance how a sales professional meets the client's needs?
Randy Illig writes in Forbes about how to keep your salespeople in the midst of the "Great Resignation." What you do to keep people now is good practice for always keeping good people.
Go to the people who are spending and be their seller. To learn what organizations are wanting to buy, use big data. Prospect with intelligence. Online selling is here to stay.
In recent years "sales enablement" has become a hot topic. What does it mean? When you enable sales, what are you enabling them to do?
When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom.
When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom.
When you talk with a client, understanding not only their needs, but the importance, evidence, and impact is crucial for them and for you.
What do you love about your sales profession? Is it the product? The people? Both? A recent article in Inc. magazine suggests that there is one rule greater than any other to make more sales.
Coaching is more effective when done consistently; however, what does that mean and how do you do it? Consistency, while important, is not as powerful if you don't have...
Coaching received from a client is a gift. Take the opportunity to learn what you could have done better not what the buyer missed or didn't understand.
What is peer-to-peer coaching and is it valuable? How do you give and receive peer-to-peer coaching? In this conversation, we talk about asking questions that will solicit peer feedback.
How you coach is critical to improving sales performance. Whether you receive or give coaching doing these three things will improve the overall effectiveness of coaching.
Coaching is usually looked at through the lens of the sales leader giving the coaching, in this podcast the discussion is how to receive coaching for sales success.
In this conversation Jeff walks through an example of an organization and sales professional using 4DX to achieve a breakthrough result.
This week the discussion is about how to be CEO by determining your strategy using the Sales Strategy Map. Enjoy!
Have you ever heard, “you are the ceo of your business” in reference to your sales territory or your list of accounts? Or “you are the captain of your ship;” “Master of your own destiny?”
