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jerryking : salespeople   7

Can Smartphones Stop the Death of the Salesman? - WSJ
By Khadeeja Safdar | Photographs by Dominick Reuter for The Wall Street Journal
April 15, 2018 8:00 a.m
smartphones  retailers  mens'_clothing  suits  apparel  salespeople  bricks-and-mortar 
april 2018 by jerryking
5 Powerful Habits of the Wealthiest Salespeople
August 25, 2017 | Entrepreneur Magazine | Marc Wayshak - GUEST WRITER.

1. They sell to the top.
Rich salespeople never waste their time with non-decision makers who don’t have the power or budget to invest in their solutions. .... meeting with a low-level prospect costs you money....If you want to achieve the income levels of truly rich salespeople, stop pitching to mid-level management and only sell to high-level prospects.

2. They make bigger sales, not more sales.
This is, in general, one of the biggest misconceptions about successful salespeople. Most people think that rich salespeople are closing more sales than their competitors, but that’s simply not true. Instead, they’re closing much bigger sales. In fact, top salespeople only go after massive sales at larger companies. Shift your focus to those big deals, and you’ll quickly find that while they take the same amount of work as an average sale, the payoff is exponentially higher.

3. They only focus on money-making tasks.
There are two types of tasks you do each day -- those that make money and those that do not. Rich salespeople are crystal clear on which tasks make money, and they only do those things. They outsource absolutely everything else, such as paperwork, order fulfillment and customer service. Top salespeople focus on prospecting, sales meetings, key customer meetings and the occasional ballgame with critical clients.

4. They know how to get leverage.
When most salespeople make a sale, they pat themselves on the back and go after the next opportunity. Rich salespeople, on the other hand, see today’s sale as a stepping stone to a much bigger opportunity tomorrow. Your new and existing customers can be powerful resources for new business. Rich salespeople understand this and rely heavily on personal introductions to valuable leads.

5. They prioritize outcomes over to-dos.
You probably have 25 to-dos to complete today -- and if you get through all of those tasks, you probably aren’t going to be any richer than you were when you woke up this morning. You also have some key outcomes that you’d like to achieve, such as developing new relationships with ideal prospects, closing large sales and renewing existing accounts. However, you keep letting to-dos you view as “urgent” distract you from those outcomes that matter most. Rich salespeople don’t make that mistake. Toss out your to-do list, and focus on the outcomes that make you money.
habits  salespeople  ksfs  referrals  focus 
august 2017 by jerryking
Don Mal on the Relentless Pursuit of Making Your Numbers
JULY 7, 2017 | The New York Times | By ADAM BRYANT.

How have your parents influenced your leadership style?

I’ve learned a lot from my father, probably more about what not to do. I respect him and learned a lot about work ethic.

But my father was a bit more of an old-school entrepreneur, with less planning. I learned I needed to be much more organized. In anything I do now, I’m continuously planning, because you have to manage risk. You have to have a Plan B.

So what are your best questions?

To understand their work ethic, I do ask this question: Would you be willing to leave your family at Disneyland to do something that was really important for the company?

Some people have said no, and I haven’t hired them.....To me, it’s not so much a loyalty question. It’s more of just trying to understand their work ethic.....And it’s my sales thing. It’s the relentless pursuit of the number. And at some point it does matter. You have to make your numbers. Whether you’re a public or a private company, you’ve got to make your numbers. So you do whatever it takes, without doing anything wrong or unethical.....What career and life advice do you give to new college grads?

I think it’s important to remind people, especially in this millennial culture we have now, that life is not going to be handed to you. Whatever you want out of life, you’ve got to earn it.
CEOs  commitments  no_excuses  Plan_B  risk-management  salespeople  software  work_ethic  work_life_balance 
july 2017 by jerryking
'Stigma' against sales jobs hinders Canadian companies' growth - The Globe and Mail
BEN FIRMAN
Contributed to The Globe and Mail
Published Monday, Jun. 20, 2016

Canada’s technology and innovation sector feels the negative impact of this problem more acutely than any other. As a nation we have a wealth of established and emerging technology firms that are developing amazing innovations, but the two biggest barriers to growth are a lack of investor capital and sales talent. The two are inextricably linked and one will typically reinforce the other. These critical barriers to growth precipitate the failure of many Canadian technology ventures and often see our success stories refocus their operations south of the border. Furthermore, it is not uncommon for Canadian technology ventures to sell at an early stage, perhaps prematurely due to a lack of strategic sales leadership and the necessary sales talent pool that would be needed to take their venture to the next stage.
Kitchener-Waterloo  start_ups  selling  sales  sellout_culture  software  stigmatization  salespeople  talent_pools 
june 2016 by jerryking
"Portrait of a perfect salesman."
3 May 2012| Financial Times | Philip Delves Broughton.

Tips for closing any deal

Know the odds

Most salespeople face far more rejection than acceptance. Knowing how many calls or meetings it takes to make each sale helps develop the positive attitude vital to succeed. After all, 99 rejections may be just the prelude to that triumphant yes.

Find a selling environment that suits you

Some people are great seducers, others dogged persuaders. Some like to make lots of sales each day, others prefer making one a year. Some enjoy high financial incentives, others thrive on the human relationships. Decide who you are first, then find a sales role that suits your personality type.

Be your customer's partner not their adversary

Great salespeople create value around products and services that they can convey and deliver to their customers. Paying attention and acting in the interests of your customer rather than yourself is very difficult. But as information about price and features becomes more widely available, service and relationships become the real value in each sale.
sales  selling  Philip_Delves_Broughton  Salesforce  character_traits  personality_types/traits  customer_centricity  ratios  partnerships  relationships  rejections  salesmanship  salespeople  success_rates  customer_focus  pay_attention  positive_thinking  solutions  solution-finders 
may 2012 by jerryking
Create a Software Demo Presentation That Wows Prospects: 5 Mistakes to Avoid | MarketingSherpa
6 Feb 2007 | Marketing Sherpa | by Peter Cohan

"Most demos take 20 minutes or 40 minutes or -- God help you -- longer to get to the point," says Peter Cohan, Founder and Principal of The Second Derivative, a company that helps organizations such as Ariba and Business Objects improve the success of their business software demos.

Whether you're creating a demo to teach your sales force about a new product or for their use in the field, most marketers fall into the pit of five worst practices that leave viewers snoring.

1. Presenting a linear demo from beginning to end
2. Failing to focus on customer needs
3. Showing feature after feature
4. The one-demo-fits-all practice
5. Death by corporate overview

So, how do you put together a demo that works? Here are some presentation notes from Cohan.
presentations  Communicating_&_Connecting  linearity  marketing  mistakes  one-size-fits-all  sales  salesmanship  salespeople  sales_presentations  William_Cohan 
january 2012 by jerryking
Getting Back to Sales - You're the Boss Blog - NYTimes.com
June 19, 2010 | New York Times | By JENNIFER WALZER. "Looking
back, I was focused on so many other areas of the company that I didn’t
spend enough time working with my former sales person. I realize now
that our training and support system for sales members needs to be
completely revamped.... Here’s what I’ve learned so far:
(1) I need to stay involved in selling.
(2) I now know now that I need stay connected to my sales
team...reviewing logs on a weekly basis and doing ongoing training.
(3) We need to update the list of questions we ask prospective clients
to ensure they are in our target market. Our goal is to scale sales,
and unless a prospect is willing to spend at least $150 a month in
services, we know it won’t be a good fit.
(4) I now realize I should always be on the lookout for great
salespeople. I never should have gotten stuck with only one person in
this role.
CEOs  sales  sales_training  women  support_systems  salespeople 
june 2010 by jerryking

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