6. 44% of salespeople give up after one follow-up Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only … Continue reading →
5. Personalized emails have higher open rates Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or introductory sentence of an email can make all the difference. For … Continue reading →
My sister, Jill Simoes, a masterful sales leader and I were having a conversation over dinner last night. She was discussing a trade show that she attended with her sales teams – as an observer, as their leader, and as support where needed. We were discussing the construct of the sales process, with specific interactions that she viewed and participated in.
When she observed, she watched as the sales associates connected, asked a few questions and proceeded to talk until there was nothing left to talk about…with no next steps in mind. When Jill stepped in, she asked questions – lots of questions, out of interest to understand the prospect and their situation better, out of a desire to hear what the prospect is struggling with that she/they can help with and to determine what (other) product/service offerings will benefit the prospect.
A highlight was that one of her sales associates performed exquisitely. Her engaging was natural, her questions fluid and flowed from question to answer to the next question, and her ability to offer information and solutions was appropriate for the stage at which their conversation occurred. AND she created the next steps before they left the space. Jill took a moment to ask her: “Do you know how skilled and talented you are?”…which was received with surprise and humility and continued to become a mentor/mentee arrangement that begins this week!
As a sales leader, are you listening for their greatness or their shortcomings? Are you listening for where they take the sales opportunity now and what they close for today and tomorrow?
Your salespeople follow your lead – take an opportunity and see where you can take it. Show them how it’s done.