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2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS
It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting service to...
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Avoiding Pipeline Bloat
Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You have lots of prospects but still struggle to hit...
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WHAT MAKES SELLING SO DIFFICULT?
I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have to keep up with technology. They didn’t need to...
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STAY IN THE MOMENT
Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it seemed so obvious after the fact to someone who...
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WHEN SHOULD YOU QUOTE?
businessowner.com/wp-content/uploads/2012/06/jpg2″ alt=”” width=”99″ height=”148″ />I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal...
View ArticleSocial Media, a Two-Edged Sword For Franchisor's
Social Media, a Two-Edged Sword For Franchisor's While franchisors continue to look for ways to utilize the ever-expanding world of social media as a way to gr ow their brands, a new challenge has...
View ArticleRe-motivate yourself
Re-motivate yourself By Dan Caramanico Motivation is internal. Sales managers can’t motivate salespeople. They can only help the sale sperson to get and stay in touch with their own internal...
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Who Defines The Next Step In The Sales Process
Who Defines The Next Step In The Sales Process width=”99″ height=”148″ class=”alignright size-full wp-image-10031″ /> By Dan Caramanico This article could be just one sentence – “Always know the...
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WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?
WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL? By Dan Caramanico This is always a touchy subject and there is always pushback when I suggest what you should do. In this article I will give you the...
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Are You Attacking Your Prospect?
Are You Attacking Your Prospect? By Dan Caramanico Have you ever been in a conversation with a prospect when all of a sudden (or so it seems) they get defensive? Have you ever been cruising right...
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