Posts from — April 2009

Master sales people understand that we sell different levels of products and services, and they regularly talk with customers about their needs that go beyond just product and price.

“We need two cases of widgets.” Here’s how the average salesperson responds to that request. “I have them in stock. It’ll be $300 each case.”
Ah, but the superstars have a different approach. “OK. Can I ask why you need those now?”

“Sure,” says the customer, “we got a new project from one of our customers, and these are going to be packaged with a couple of other things for the sample prototypes.”  Read more...

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s identifying, hiring and retaining good sales reps.

If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have to do is look at your own company or industry to know it’s still true – 80% of the sales and revenue is made by the Top 20%.  Read more...