June 2021

Managing Sales Performance

In a recent post I looked at a number of sales metrics used in managing sales performance. With some many indicators available, which are the most critical sales metrics for a sales leader to manage? I have selected the following 5 metrics as the most beneficial to a sales leader in managing sales performance. 1 […]

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Evaluating your Sales Leads

Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting the message? One important way of evaluating your sales leads

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Consultative Sales Process

Consultative Selling

“Consultative selling is an approach that focuses on creating value and building trust with a prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.” Recent research by Gallup finds that less than half of customers believe sellers adequately

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