A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest. The goal is to … Continue reading
Last week I was working with a team getting ready for a frontal attack on the second half of the year. One of the reps, Henry, a capable fellow, been plying his craft for a number of years, a type of rep I call the “Eighty Percenters”. Some years he exceeded quota, some years he missed, when he missed it was not by much but still a miss, then he would refocus, and put together a few successful quarters. Interestingly … Continue reading
One common objection sales people face when making prospecting calls, is when the potentially prospect says “now is not the right time”. While timing is important, and understanding how specific triggers can help improve your timing, the fact remains that perfecting your timing will only help you in a very (very very) small way, in a very narrow part of you potential prospect segment. Here is why. Timing is only important with two buyer groups, Passive, those who have realized … Continue reading