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New analysis shows four behaviours that play the biggest role in converting callers into buyers: Disqualifying callers who shouldn’t be dealing with a salesperson, prescribing a solution to the customer problem, digging into objections, and de-risking the purchase so callers don’t get off the phone to “think it over.”
The debate rumbles on, should you incentivise your sales team or not and if you do is it better to set their targets on revenue or margin/profit. There may be no right answer but you need to consider your Business model and Sales strategy and the long-terms goals of the business.
It is often stated that the “Customers” pay your wages. In customer centric companies this rationale is understood fully. These companies “walk to walk” rather than just “talk the talk” – their employees take the time to speak with their customers directly & that includes all employees. Is this the case in yours?
Source: Andris A. Zoltners, PK Sinha, and Sally E. Lorimer/ HBR.org As the pandemic continues and we are at the start of a new year,
It might sound simple, it might even sound straight forward. In truth it’s about both, but the missing link is that it’s not easy. If
Source: HBR.org/ Remko van Hoek and David S. Evans Companies don’t just sell product; they sell “delivered product.” In virtually every industry, they coddle customers
That may seem like a rather stark headline but don’t scoff yet, read on… Sales staff are the lifeblood of many SME’s and without them,
As we work with Clients and Prospects alike, there is very often a simplistic view of increasing Sales and Profit – the “go out there
One of the keywords or buzzwords in todays Business World is “Data”. But what exactly does it mean and how does it apply to you?
Following on from our last blog, the next step in asking the right questions is: Demonstrating Capability: Once you’ve heard all the customers’ issues, tell
Business Development and Sales are funny games. The common thread in high performing selling professionals is that they follow a process, they have a system
The annual forecasting process is riveting, right? No. It’s laborious, frustrating – pulling teeth often sounds better. But it is an essential part of business
At the current rate of technology development one can only imagine what selling will look like in 100 years. As for what a sales rep
To help clarify, we put both words into the dictionary and here is what we got back: Effort – The use of physical or mental
Whether you use sales consultants or not, functioning, healthy sales teams have a few key attributes: – There is healthy rivalry within the team –
It’s a constant struggle that all managers of sales teams suffer. How do you help your sales team keep at the top of their game
The Stats: 48% of sales people never follow up with a prospect. 80% of sales require 5 follow-up calls after the first meeting. 44% of sales people give up after 1 follow-up. 91% of happy
We come across businesses all the time that have invested in or are thinking about investing in a CRM system. The truth is only 47%
It’s Over!!! We’re out of recession, job growth is up, unemployment is down, sectors all across the marketplace are showing signs of growth – “Let
…..let that settle into your mind for a minute! I hear the answers lining up now. “We sell websites”, “We sell office suppliers”, “We are
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The Business Troubleshooters Ltd.
3013 Lake Dr,
Citywest Business Campus,
Dublin, D24 PPT3
Tel: (01) 901 1310
Enterprise House,
O’Brien Road,
Co. Carlow, R93 YOY3
Tel: (059) 910 0440
Acorn Business Centre,
Mahon Industrial Estate
Blackrock,
Cork, T12 K7CV
Tel: (021) 2021130
