Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to [...]
I know you won’t find this shocking, but I regularly meet people who have no business being in sales. Many of them wandered into the position for all the wrong reasons. It was what their parents wanted them to do… …or their friend told them about an open position and said they should just “give [...]
We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. But I’ll argue it’s not good enough just to have more sales prospects. It’s more important to have “better” sales prospects. Too many salespeople waste time with people who they think going to be a [...]
I’m digging deeper into 8 Ways to Increase Your Price. This is part 2 of an 8-part series to explore each of the 8 ways. Be sure to take a look at Part 1: Believe in What You Sell.
If you are struggling with pricing, it could be you are paranoid about the depth (or lack thereof) of your pipeline.
2. Increase the size of your pipeline.
Do you know what’s wrong with the questions you are asking your customers and prospects?
I am fairly certain that I do.