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Posts Tagged "selling"


Working Hard But Not Selling Much?

Working Hard But Not Selling Much?


Posted By on Mar 28, 2014

by Dr. Janet Lapp There are two main reasons why talented and intelligent salespeople are poor performers. These pointers on how to control time and life snatchers will help you take action and start performing! Stop Scatter and Start Selling! Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or ‘worth-it’ actions? Low performers spend between 25% and 40% of their time on...

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by Colleen Stanley We know that the internet has changed the game of sales. Do you have what it takes to be successful? Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to as a last resort. As a result,sales leaders waste a lot of time trying fit round pegs into square holes. So what does it take to be successful in sales? We know that...

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by Jill Konrath As I write this, I’m flying home (via Delta) from a speaking engagement in Orlando. I fly a lot; it’s part of my business. When the flight attendants give their safety overview, I never pay attention. I could practically do it by heart myself. Same for the video that cover these details. Boring. So why am I glued to the screen today paying rapt attention? Delta has jolted me out of my normal routine. In the video, I...

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By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

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by Nancy Nardin If we can get our prospects to know the benefits of our products and services and how those benefits can impact their business, then they will buy. Except, of course, we know that isn’t true. Other things matter, like whether they have the authority and the budget. That’s why BANT (Budget, authority, need and timing) was created—to help salespeople remember that it’s not just about whether or not a prospect values your...

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