By Kelly Riggs | Sales + Leadership
What is the single most valuable asset you possess as a salesperson? There is one thing that no salesperson can do without. It is absolutely non-negotiable – a complete deal-breaker. Your most valuable asset, far and away, is your time. The sales value of time is simply incalculable.
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By Kelly Riggs | Sales + Leadership
The vast majority of sales training is incredibly ineffective. Not because much of what is claimed to be “sales” training is actually just “product” training. Not at all. Instead, just looking at actual sales training – that is, training designed to improve selling skills – the evidence is clear. It is enormously ineffective. That’s not only my opinion based on 25 years of observation, it is consistent with extensive research on the effectiveness of salespeople.
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By Kelly Riggs | Sales + Leadership
The truth is that practice is incredibly important to performance. In fact, I would ask you to name one skill of any consequence that does NOT require practice to excel at that skill. Anything? Of course not. You cannot perfect any skill unless, and until, you practice. Which means that your employees are practicing to improve their skills, or YOU (the manager) are guilty of the ultimate performance killer – no practice.
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By Kelly Riggs | Sales + Leadership
For the past few months, social channels have been lit up like Times Square, engaged in a mind-numbing debate about the “best” tools to use in creating sales opportunities. In a nutshell, the debate is this: “Which method works best in producing sales opportunities—cold-calling, email, or social selling?” The problem with these kinds of debates is that it contains no scientific rigor whatsoever, but every voice seems willing to tell the world they are ABSOLUTELY right. Well, right at that given moment anyway, since a few experts seemed to have changed their opinions recently.
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