How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind. That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting. Warm selling means meeting customers who are happy to see […]
How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind. That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting. Warm selling means meeting customers who are happy to see […]
to help navigate your sales process When calling on a prospect, most salespeople make one small error. They know exactly what they want to accomplish on that sales call. It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales […]
to help navigate your sales process When calling on a prospect, most salespeople make one small error. They know exactly what they want to accomplish on that sales call. It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales […]
How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first. And by own it, I mean make it yours. When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done. Usually, […]
How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first. And by own it, I mean make it yours. When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done. Usually, […]
How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. By booming, I mean a steady and profitable customer base that sells an in-demand product well above break-even. Those are […]
How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, Volatility is bad for Ag salespeople, As salespeople, we love selling into a booming market. However, in 35 years in agribusiness, there may have been maybe six years of this type of booming Ag economy. […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an […]
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