Ok, hot on the heels of my rant on “texting and selling” is this follow-up rant on another scourge of the selling professional. I refer to the never-ending dependence and reliance on visual aids and other such tools that are grossly overused in the course of selling and sales presentations! Have we forgotten how to just talk to our clients?
The 5 Essential Skills Needed by Sales Reps and Sales Professionals. In last month’s newsletter feature, we discussed how developing a sales culture in which everyone in an organization becomes part of the virtual sales team can help create overwhelming success. We also introduced the two basic types of team roles – sales representatives and [...]
How can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts. In this first article of our six-part series on how to build a sales culture, we focus on the different sales skills and roles required of not only your sales team, but also across your entire organization.
Can you see revenue? Can you see profits? Seriously – regardless of what job you do – you must be able to be able to specifically and absolutely trace what you do to the client saying “yes” and signing a deal. This is the true essence of building a Sales Culture and creating amazing virtual teams.
Recently, I was teaching one of my Sales Culture workshops and a student asked me “What is the worst thing a sales professional can do”? The answer in my mind was an easy one and did not require much contemplation on my part. The worst thing a sales professional can do is act entitled. It’s that simple. In fact, I believe that a basic requirement to achieve the status of great sales professional is to rise above all feelings of entitlement.
If you have a great RPi, your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.”
Todd Cohen, principal of SalesLeader LLC and an accomplished and sought-after public speaker, has been named Sales Executive in Residence at the Innovation and Entrepreneurship Institute (IEI) of the Fox School of Business, Temple University, through the 2011 academic year.
