Excuses, Excuses

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Cindy the salesperson was explaining to the owner of the company why the quarters sales results were 30% below the predicted forecast.  “The customers keep saying our pricing is not competitive.  In addition, the buyers lied and the competition convinced the buyers we have inferior offerings.  It’s not my fault; I can’t control those things.  Maybe our goals are unrealistic …

Would You Pay for Uncertainty?

Sales Evolution Blog

By Dave Light A similar phrase, “the market hates uncertainty” is often heard concerning financial markets these days.  Whether the issue is sovereign debt crisis, energy volatility or legislative zaniness over a financial regulations bill in congress the security markets perceive business uncertainties as an increased monetary risk, leading to commercial disruption and a general reduction in the orderly flow …

Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie

Sales Evolution Blog

by Mike Weinberg It’s hard not to love Jordan Spieth. I’m not even a very big golf fan, but like many others, I have been so impressed by Spieth’s professionalism, demeanor, skill, grit and game. When interviewed or during press conferences, he comes across with the maturity of a 40 year-old. He’s not quite yet 24. On Sunday he won …

The 10 Commandments for Shortening Your Sales Cycle (Over Time)

Sales Evolution Blog

by John Doerr It usually takes a long time to find a shorter way. ~Anonymous I spend a good percentage of my time selling. I also teach selling to professional service providers. One question that comes up time after time is, “How do I shorten the sales cycle?” My quick response is usually, “Have more in the pipeline at all …

Listen to the Silence

Sales Evolution Blog

By Alan Weiss I’ve never been much of a conventional sales person. That is, I don’t do well talking about features, or benefits, or making assumptive closes, or generally doing a verbal tap dance. In fact, because that’s what I believed selling to be early in my career, I convinced myself I would never be very good at what I …

5 ½ Tips on Creating a Successful Tele-prospecting Opening Statement

Sales Evolution Blog

by Jim Domanski Here are five and a half tips to help you create a more effective and more successful tele-prospecting opening statement. Secret #1: Make the opener about them. Your prospects don’t give a hoot about you, your products, processes, services or company. They only give a fig about themselves. In other words, they want to know what your …