SalesNote )
January 2009
In this issue
  • Management Coach
  • Sales Adjustments
  • Partner Relationships
  • Quotation
  • See the People
    In a summer job during college, selling books door-to- door, we were told to "see the people." That meant simply staying on schedule, knocking on doors (60 per day!) and making the sales pitch. The lesson was tough but profound: meeting with customers/prospects is better than not.

    When times are tough, it's time to visit customers. Many firms are mandating that salespeople and executives get out and sit down with customers and talk about the elephant in the room. They may not buy, but you're gonna know why. Discussing and discovering their current problems help you position yourself as a potential solution. Schedule the meeting to simply "compare notes" or "reset objectives." You can actually have this conversation in a scheduled phone call, but face-to-face is always going to be better, if possible. It's not door-to-door, but it's one call after another.


    Management Coach

    Sales Management Coach
    Clearly, it's a challenge out there. Don't be ashamed to raise your hand up and ask for help. We're helping CEOs, VPs, sales managers and teams work through issues, hurdles and roadblocks.

    Get a fresh perspective on common problems in an upside-down world. Sales teams still need to sell to people who still need products and services. Yes, it's harder to find 'em and tougher to close 'em, but deals are happening. Assess your environment; revise your process and tactics; adjust your approach and message; reset your priorities and metrics. Raise a hand, ask a coach.

    Sales Adjustments

    Sales Meeting Training Adjustments
    Whether scheduling or revising sales kickoff meetings, managers want training to stick and be implemented in real and practical ways. The latest variation on effective sales training is delivering small topical chucks over time. Be it weekly vignettes or monthly lessons, we tailor the drill to drive the desired skill. Sample topics:

    • Territory Attack Plans
    • 360o Account Snapshot
    • Sales Activity Metrics
    • Greatest Sales Pitch in the World
    • When They Don't Call Back
    • Great Executive Whiteboard
    • Sales Qualification Master
    • The Perfect Sales Call
    • Negotiate to Close

    Partner Relationships

    Case #15: Portals and Partners
    Partner portals are wonderful tools but not the end-all. Too often partner interaction via portals and resource centers substitutes for effective partner/channel management. Additionally, sophisticated partner online learning systems, while leveragable, can never fully outdo the nuanced human interaction of a proactive partner training effort.

    Are you building relationships while training partners?

    Quotation

    What, Not How
    "Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity.." - George Patton

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