How strong are your business relationships? Do your business relationships extend beyond the sales transactions you complete every day? If you changed careers would you ever hear from those people in your database again? The real question is this: Do you have RP – Relationship Portability?
I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand what they have to do and know how to engage people, the organizational managers say, “Yes, go to work and be on the team.” No distractions on competing priorities are presented by different levels of functional bosses.
Richard is a consulting psychologist and is highly regarded in his field – and after our conversation, I am again reminded why. We were talking about networking and how that is truly the lifeblood of how business moves. Richard asked me if I knew “the 5 most important words of networking”? The answer is simple. Get out your pen and get ready…
I have been a little slow to get my blogging back online because I have been working on my book. But I have to share this story of some amazing sales professionals I encountered yesterday! Are you ready? I was in the supermarket and as I was leaving, I was treated to one of the best sales pitches I have ever seen. It was by a group of adorable 7-year-old girls selling Girl Scout cookies!
In some ways, this is my favorite newsletter to write. It’s the one where I put my Sales Culture work aside and express a few simple thoughts to you. 2009 has been a challenging year. It can be tough to keep a perspective on things and remain upbeat and positive. It’s at times like this I keep reminding myself what I am deeply grateful for. So with your permission, here is my list.
I am exhausted! I have heard enough excuses this past week why people are not closing deals! I think that the time of year makes sales reps and some sales professionals a bit crazy, and this year is not an exception! We are all in the mode to work to do everything we can to get the deals closed and invoiced. So, here is the deal: Do you want to close more deals? Do you want to raise your close ratio and your profit ratio? Then get it right the first time!
Dave and Janice are both successful sales professionals selling complex IT products and services. Both have had good long runs of meeting and exceeding quotas and expectations. Both have made very good money and enjoyed all of the kudos and benefits of their success.
