Category: Sales and Selling

Twenty Great Sales & Marketing Questions to Ask About Your Product

If you are launching a new product or service or if you want to review sales and marketing tactics for an existing product or service then here are twenty probing questions to ask.  They are intended to challenge conventional assumptions and to take you back to the basics of sales and marketing.   How would you describe our product (or service) in one short sentence?   What are the main features... Read More--

Tips for Sales Managers

Managing a team of Sales People is a demanding job in a high pressure environment.  You are expected to motivate the team, deliver results and grow the business.  Here are some tips to help you succeed. Spend time with your most successful sales person and understand exactly what he or she does.  Make sure that the others do this too. Spend time with your least successful people and determine what... Read More--

How to Overcome Customer Resistance to Change

Sometimes the biggest resistance to innovation comes from the person who should benefit most from it – the customer. Customers can be very conservative. When you come along with an unorthodox new product or service they are often initially unimpressed. Why should the buyer take a risk with your unproven new gismo? He knows that new products often have bugs and he does not want to be the guinea... Read More--

How to Interview a Sales Professional – Tips for Recruiters

Selecting the right sales person is one of the most important tasks for someone in a leadership position.  Too often it is approached in a casual and unprofessional manner. The consequences of recruiting the wrong candidate are costly, damaging and time consuming. What are the two most important abilities that a sales person needs? There has been extensive research in this area and the answers are... Read More--

Seven Tips for a First Business Meeting

Let’s say you have an important meeting with someone you have never met before.  Maybe it is a job interview, a call with a potential client or a meeting with the head of a department in your organization.  Whatever it is there are some important steps you can take ahead of the meeting to increase your chances of a successful outcome.  For our purposes let’s say the person you will meet is called... Read More--

Six Questions Every Sales Professional should Ask Themselves

One of the great things about a career in Sales is that your achievements and your destiny lie in your own hands. If you focus on the right things and do them well then you can earn good rewards and feel the satisfaction of success. Ask yourself these questions and they will help keep you pointing in the right direction. Some are immediate and some are more strategic. What are my top three sales opportunities... Read More--