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Sales Answer Man: How to Maximize Your Social Networking for Better Results

Many sales folks I visit with consider social media just another “mouth to feed.” What I am about to share with our readers is the “sales side” of social media. I’ll start with a true story. From 2008 to 2010, I was part of a prestigious Top 10 group comprised of 12 like-minded business owners and sales professionals who met once a month at my training center.  Our homework each…

Sales Answer Man: 23 New Clients in Three Months! How to Manage Success

Q: I recently launched my new company and am thrilled with 23 new clients in three months! Who should my next hire be: a sales professional or support staff? A: Congratulations! What a great “dilemma” to have so quickly. Most readers are probably assuming they know MY answer to your question already since this is a “Sales Answer Man” advice column. Well, that’s not the answer I’m going to give…

Sales Answer Man: How to Motivate Independent Salespeople

Q: How do I best motivate and manage an independent representative sales force and keep them focused on my product line? A: Working for a company that primarily sells through independent sales representatives is a fairly common dilemma. These reps typically not only represent your company, but other companies’ products and services. The advantages of using independent sales reps are: They have current relationships with multiple clients (end users). They…

Sales Answer Man: How Do You Nurture a Lead When the Prospect Is Not Ready to Buy?

Q: How do you nurture a lead along when the prospect is not ready to buy yet? What tips do you recommend? A: I really appreciate your using the word “nurture” in your question. One of the three most important words in professional selling is nurture, nurture, nurture! Most salespeople feel pressure to push, prod, convince and cajole their prospects into doing something. In essence, they transfer the pressure to…

Smart sales: How to manage a new salesperson

New-hire training is an important part of making sure you set your new salesperson up for success. Use different tactics and ways to let your new hire get familiar with your organization and their new colleagues. Classroom training This includes things like sales training (yes, even for your more experienced seller), product training, sales process and ideal client profile are things that can be taught in a classroom setting. Even…
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