By Kelly Riggs | Sales + Leadership
In many cases, a sales manager will simply decide that a salesperson just isn’t a “born salesperson” and start looking for a replacement. The challenge is correlating random data to sales performance, and I’ve seen sales managers with dozens of reports at their fingertips fail to understand the specific challenges for any particular salesperson, although they think they can.
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By Kelly Riggs | Sales + Leadership
The reality is that most sales presentations are boring, lifeless, and completely unpersuasive. Worse, if you use PowerPoint to enhance your presentation, the odds of it being forgettable increase exponentially. PowerPoint is typically used as a one-sided, sit-and-take-notes, no-comments-allowed, listen-while-I-read-my-slides tool. Your sales presentation, on the other hand, should be an engaging, create-a-productive-dialogue, prospect engagement tool
Continue readingBy Kelly Riggs | Sales + Leadership
What they need is a t-shirt that says, “I’M INSANE!” (You know…doing the same thing over and over…) And, if you’re that person’s sales manager, it might be that you’re insane, too. If you’re standing around letting the madness continue, you’re part of the problem. But that’s another post. If this sounds even vaguely like you (or one of your salespeople), let’s make a move towards solving this problem. Here are three concrete steps to help you gain control of your sales success.
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By Kelly Riggs | Sales + Leadership
What we tend to forget is the best information is usually revealed in a meaningful dialogue about core issues relevant to the opportunity. But getting to that dialogue requires some preparation regarding the questions that will best produce that dialogue.
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