Sales

In a world captivated by the allure of immediate results, the concept that "People don't fail, they give up" echoes with resounding truth. The era of instant gratification, fueled by technology and a fast-paced lifestyle, often blinds us to the intricate process of success.

Effective leadership is the lifeblood of successful sales management, understanding the dynamics of proactive and reactive approaches is crucial in achieving sales targets. In this article, we'll discuss the significance of each approach in the context of sales and sales management, highlighting their strengths and weaknesses to help you find the optimal leadership style for you and your sales team.

In the world of sales, leaving voicemails can be a double-edged sword. On one hand, voicemails can be an effective way to communicate with potential customers and leave a lasting impression. On the other hand, leaving too many voicemails or leaving them poorly can be a waste of time and damage your credibility. So, the question is: should you leave voicemails or not?

Coaching and developing a sales team can be a challenging task, but it's essential for the success of any business. A well-trained and motivated sales team can help drive revenue growth and increase customer satisfaction. In this blog post, we will discuss three effective ways to coach and develop a sales team.

Sales is the lifeblood of any business, and tracking its performance is crucial to determine the overall success of the company. While there are various ways to measure sales performance, two common methods are leading and lagging indicators. In this article, we will explore the differences between these two types of indicators and how they can be used in sales.

Sales is all about understanding the customer's needs and providing the best solution for their specific situation that will allow the prospect to make a great decision. However, this is not always easy, and it requires asking tough questions. Unfortunately, many salespeople avoid asking tough questions, fearing that it might offend the customer, damage the relationship, or derail the sales process. When in reality, asking those questions is crucial for sales success. In this blog post, we will explore the importance of asking tough questions in sales and provide you with tips to do it effectively

In business development sales cycles can be all over the place, putting us in a position of the "following up" game. Don't misinterpret my message here, following up isn't necessarily a bad thing, but it can be confusing on how to navigate and stay relevant to the prospect.

Are you leaving it all on the field?

I was at my son’s soccer match this past week in a big game against a local rival school. The hype for the game was at its highest, both teams flexing how they were going to be the victors and doing what kids do. The game was intense both teams leaving it all out on the field, and unfortunately, we came up short. Seeing my son at the end of the game, exhausted, sweaty, and bloody there was no doubt he left it all out on the field, he had nothing more he could give.

86,400 seconds are in a day, but why do so many Executives and business professionals struggle with managing their time? Many will say that technology while making life more convenient is a deep dark abyss of someone else’s agenda that pulls our focus.

Hunting new sales opportunities is exciting, nerve racking, and at times can be highly complex given the types of services or products that you offer. So, how do you decide what opportunities to pursue and which ones do you pass on? The better question would be, what is your ‘go/no go’ strategy when looking at a new opportunity?

DISC is a powerful tool that assists people in understanding different behavior styles. This will not only help you communicate more effectively, but more importantly it will help you to understand how others like to communicate.

The onboarding process for new employees can be a real hit and miss topic for many organizations. Most companies buy the fact that their ability to cultivate and retain top talent starts with the onboarding process, yet so few actually have invested the time and effort to develop those processes. Onboarding plans do not have to be overly complicated. This is certainly one of those topics where a ‘keep it simple stupid’ (KISS) approach makes complete sense!

As business begins to reopen across the nation and folks start heading back to work, how is your team going to adapt their presentation style or technique when providing quotes or proposals? The harsh reality of the new world is some organizations are going to jump back into business as usual, others will not be able to as easily. As leaders we need to adapt our organization’s technique on how we position our products and our solutions.

Leaders, specifically sales leaders struggle with the framework on how to coach and develop their people. This is not due to a lack of selling skills on their part, but they have what we call ‘nontransferable skills’. Learn 5 steps to help transfer your skill set to your team.

Over the years, we’ve worked with a lot of fantastic and skilled salespeople who really work at their craft. That said, when it comes to their sales process, the Decision Step is often the step that gets left out of the sales process causing deals to stall, long sales cycles, frustration and anxiety...

Establishing trust and transparency within ourselves can be difficult and often times we become the victim of our own thoughts and lack of guts in asking the tough questions. So why in the moment do we wimp out?

Sandler Training by MP Solutions has relocated it’s Twinsburg facility to the Spectrum office building located at 6060 Rockside Woods Blvd in Independence, Ohio.

I find myself saying this very frequently, the job of a salesperson is to help prospects make a decision. Too often as we are trying to get the prospect to make a decision, we fall into the trap of making assumptions.

We’ve known for a long time that ‘profit’ isn’t a dirty word. Everyone wants it. It’s the engine that drives the entrepreneur in all of us.

Referrals, referrals, referrals. We all love them, but why do so many of us struggle to get them? It’s because we are asking for them at the wrong time, and in the wrong way. 

"No" can be a painful experience, but it may be the best thing for you.  Learn more about turning a "no" into an advantage!.