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Archive for the ‘Sales and Management’ Category

Maximizing Your Leverage During the Sale

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Does it often feel as if your prospects have the upper hand? Far too frequently ending up on the short end of the stick? All give and no get?  Below are typical warning signs that your prospect is in control of the sale: You sent over pricing, and now the prospect won’t return your phone […]

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Voicemails that Get Returned – Top 10 Reasons Prospects Don’t Call You Back

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Frustrated with the response you are getting from prospects? In classic “David Letterman Style”, here are a few things you may want to evaluate: You left your 60 or 90 second commercial on their voicemail, and it sounds like a marketing brochure. Marketing Brochure Speak does not sell. It is appropriate for collateral materials and […]

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Solving Stalls and Objections

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Stalls and objections!  They ruin sales forecasts, squash quota attainment and mangle commission checks.  The frustration that sales people feel is universal. Unfortunately, many have defaulted to the belief and practice that there’s nothing to be done about sales objections and stalls, other than making the evergreen “just checking in” phone calls or emails. For […]

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What Trick or Treating Can Teach You About Sales

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#1.  YOU HAVE TO YELL “TRICK OR TREAT”! I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies! SELLect Sales Tip: […]

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Are You Relevant?…Rate Your Relevance

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The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]

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Sales Skills: The “It” Factor of Revenue Rock Stars

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Despite the famous quote “Good is the enemy of Great,” when it comes to hiring sales people and evaluating their sales skills, many employers have given up trying to distinguish the good sales people from the great sales people. They just don’t want to hire any more BAD sales people. Salespeople are tough to evaluate […]

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It’s Time for your Sales Organization to Grow Up!

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5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”?  Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode.  Growth is largely measured one way: increasing revenues.  […]

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I’ve Been Networking for a Year and All I’ve Gained is 10 Pounds!

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Oh the woes of networking! Lots of time, money and poundage all in the pursuit of more business! It’s the best thing and worst thing that’s ever happened to sales people. The allure is obvious: comfort and camaraderie of a group, promises of help and introductions, and more sales and revenue—OK, who did I lose […]

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Flat-Headed Squirrels

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What happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left?  You guessed it!  Such is life for indecisive squirrels.  It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for […]

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Why Sales Training Is Critical To The Success Of Your Business

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Let’s imagine that you are part of a management team for a large sales corporation. You have just hired several new people as part of a growing sales force and are confident that they have the skills to succeed, but understand that they might need a bit more fine-tuning before they can really drive the […]

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