In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of incoming calls to the business. Salespeople many times don't treat them as a true lead. This misjudgment is costing the salesperson and the business thousands of dollars … [Read more...] about How to Handle Incoming Sales Calls
Relationship Selling
9 Tips on Handling Incoming Sales Calls
The radio newspaper was invented in 1939. The idea was that a radio transmission would transfer the newspaper to the device in your home, which would then print it out on a nine-foot role of paper, which could then be cut or folded. Each page would take 15 minutes to transmit, which seems slow in … [Read more...] about 9 Tips on Handling Incoming Sales Calls
6 Tips for Boomerang Hiring
Many companies practice the notion that once an employee announces they are leaving, they are ushered out of the business. This type of management style normally reminds employees why they keep their true life and career plans a secret. In my article, Celebrating Mistakes: Are You Creating Robots or … [Read more...] about 6 Tips for Boomerang Hiring
Relationship Selling Metrics: Closing Ratio
There are many variables to discussing closing ratios for a sales person and a sales team. The type of product or service being sold, the customers buying cycles and personality type. If you only have twenty customers vs. hundred or a thousand that makes a difference. Even though there are … [Read more...] about Relationship Selling Metrics: Closing Ratio