New Sales Enablement Ideas – SAVO’s AMPs, Part 8 – First-Line Sales LeadershipThe first-line sales manager arguably has the most important role in any organization. Key performance indicators such as percent to plan, growth, close ratios and employee engagement can almost always be linked to the leadership, coaching and mentoring provided by the sales manager. Read more
Learn how to sell from an artist with a storyWould you take business advice from an artist dressed in jeans and a white t-shirt? You would if that artist takes found objects and turns them into large-scale, abstract paintings that sell for $200,000. Why so much? Because this is the story about the people, places and things involved in this artwork. Any sales professional could learn from Mark Bradford. Read more
Winning in nothing but underwareAnyone responsible for selling something, whether it’s a product, service or idea, has a competitive streak. The will to win drives us to rethink our strategies and try different approaches. When one method fails, we try another. It was no different for John Edgar. In 1948 he wanted to own the fastest motorcycle on earth. Read more
How to sell – identify the customer’s currencyWhile reading an article this week about the East Bay Homemade Food Swap, I was reminded how we all have our own currency. Whether certain foods or a yearning for a vacation in the mountains, when you learn someone’s personal currency, you can get the customer’s attention. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 7 – Customer Focused ContentYour brand is the key to your success; it’s what differentiates your organization from your competitors. It’s critical for all customer-facing employees to project the brand your organization has worked so hard to establish; everyone must consistently deliver the same message. Yet, it is crucial for your sellers to be able to customize and target messages based on specific selling situations. Read more