SalesHQ

Salespeople regularly use virtual meetings to connect with colleagues, partners, clients, and prospective customers. In fact, some 87% of companies worldwide already use web conferencing or are considering implementing it soon. There are many different ways to conduct a virtual meeting – from new, fully web-based services and traditional downloadable web meeting software, to pricey installed software systems. Whatever type of ...

I don't think a day goes by when I don't speak with a salesperson who is completely lost, panicked by his uncertainty as to what to do next. This applies to all sorts of salespeople: from salespeople who work for other peoples' companies to salespeople who are authorized to build a business within a corporate framework to salespeople who happen to ...

During the holiday season, we all may make questionable choices, like wearing knitted snowman sweaters, overindulging at the dinner table or serving turducken. But according to administrative staffing firm OfficeTeam, the decisions professionals make before going on vacation can mean the difference between a relaxing respite or a harried holiday. "Taking time off provides an opportunity for employees to recharge and ...

Quote of the Day   When you’re really trying to make serious change, you don’t want people to get caught up in emotion because change isn’t emotion. Because change isn't emotion. Its real work and organization and strategy.. that’s just the truth of it. I mean, you pull people in with inspiration, but then you have to roll up your ...

Quote of the Day “By failing to prepare you are preparing to fail.” - Benjamin Franklin   Thought of the Day I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not ...

I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales.

Earlier this week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you ... As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered ...

Does your sales team need someone to: - Monitor every activity in the sales office? - Be every salesperson’s best friend? - Close the deal for every team member? - Set sales goals designed to make them and their team look good? Over my three decades in sales I’ve seen lots and lots of sales managers. The vast majority fall into ...

As I completed one of my annual readings, I was reminded of the need develop bonds with those of influence. “Think and Grow Rich” by Napoleon Hill speaks of the power of the mastermind and the need to have strong alliances that aid business success. As I completed this it reminded me of a recurring issue in selling- networking.   ...

Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...

Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you're following the old traditional cold calling mindset, that's probably what you've been trained to do. But what you don't know is that enthusiasm and confidence usually backfire on you. Why? Because ...

A good way of avoiding a decision is to say "I want to think about it." I do that all of the time at home if I am unsure or if I am unconvinced. It’s my way of being certain that my intuition is correct. In my case I am not dithering, because sometimes people do want time to think things ...