Would you hire a salesperson who is an extrovert, introvert or ambivert?
Introverts make exceptional sales people. Why? They naturally make the client the focus of the interaction They are innate listeners. They are happy for the client to do the talking. They don’t feel compelled to dominate a conversation. They give the prospect...
The sales team is ‘painting a picture’ for your client.
They are listening, asking questions and then showing the client how your solution will solve their problems. Do they have the right tools to support these conversations? Tools that will make it easier for the customer to see you do understand them and how your...
Have you captured everything in your sales plan? Â
It takes time to create a solid sales plan.  There are many questions to answer. 1. Has the team on the road been consulted? Have they shared their insights on customer conversations that can assist to create new product bundles or merchandising ideas for example –...
So you’ve created next year’s sales plan. Great. Now what’s the marketing team up to?
Does ‘the left hand’ know what ‘the right’ is doing?  For the sales plan and the marketing plan to succeed they must be developed in partnership. The risks when both plans are developed in isolation is marketing generates leads that the sales...