Looking to speed up your sales and grow your revenues?
HOW you sell is more important than what you sell. We Teach You The HOW.
Here’s the problem most companies face: in today’s crazy markets it is difficult to establish and maintain product and service differentiation. It is truly hard to stand out in a crowd. The best path to growing your revenues is to use weapons like responsiveness, information content and flat-out speed to create value for your customer and truly stand apart from the competition by how you sell your product or service. We call this Selling with MILT (Maximum Impact in the Least Time.)
We are experts in the speed of selling. We help companies like yours with a custom mix of in-depth assessments, strategy, tactics, process and training to develop the right sales framework to speed your sales. We coach management and reps to learn how to Sell with MILT on every sales call. Let’s discuss how we, and MILT, can help you.
If You’re Not Coaching, What Are You Doing?
What’s Your #1 Priority?
If you’re a sales manager and your number one priority each and every day is something other than coaching the individuals on your sales team to improve their sales productivity then what are you doing? Whatever it is, put it on hold and take care of your priorities. Read on to learn what you should be doing to coach your team to success.
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Are You Qualifying The Wrong Prospects?
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell? These are two very distinct approaches to business development and yield two very different sets of prospects. And results. Read on to learn more about identifying your ideal prospects and speeding up your sales.
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Are You Trying to Win the Sale or Win the Order?
There is a lot to be said for taking a long-term perspective in sales. Deals can often take a long time to come to fruition as you work with the prospect to provide the information they require to move through their buying process and make an informed purchase decision. But if you are too focused on winning the order you may end up losing the sale.
Read on to learn what you should do to win the sale. And the order.
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Who’s to Blame for Discounting? Salespeople or Managers?
Surplus is at the Root of Discounting.
A lot has been written about discounting. It is easy to blame the salespeople for rampant discounting but it has always been my experience that the primary responsibility for over-zealous discounting rests with management.
Read on to learn steps management can take to break its addiction to discounts.
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Doing What You Need To Do
There is a lot of talking and blogging going on about cold calling and whether it is a necessary or even desired part of the sales mix. I can’t resist putting in my two cents on this discussion. Read on to learn why cold calling and prospecting are here to stay.
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Are You Part of the Problem or Part of the Solution?
When your deals slow down, who’s to blame?
I have been thinking about this common sales misperception that when a deal that you’re working on slows down, and loses momentum, that it is invariably the fault of the prospect. Undoubtedly there are valid reasons why a prospect will slow down the pace of a buying process. However, more often than not, the party responsible for a deal that stalls is the person you see when you look in the mirror in the morning. That’s right. You.
Read on to learn why you are the problem and what you can do to become the solution instead.
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Is Follow up an Art or an Attitude?
There are skills to be learned that, if regularly practiced, will improve the quality of your follow up. However, there is one big caveat that trips up many, if not most, sellers. That catch is that before you can practice the art of the follow up you actually have to pick up the phone and call the prospect.
Read on to learn why follow up is more attitude than art.
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When You Hire a New Salesperson, What is Most Important to You?
In the latest of our regular DUST polls (Decidedly Unscientific Sales Tally) several hundred loyal readers of the Zero-time Selling blog and visitors to the Zero-Time Selling website gave us their opinion on the following sales question:
When you hire a new salesperson, which of the following is most important to you:
1. Sales Experience
2. Industry Knowledge
3. Rolodex of Contacts
Read on to learn what our readers think about sales hiring.
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Step-by-Step Guide to Hiring Your Unfair Share of the Best Sales People
Still wondering how to increase the effectiveness of your sales hiring process? Still hiring gut feel? In his guest post, Swayne Hill, Co-founder and Senior VP at Cloud9 describes how they were able to cut turnover on sales people by 60% after creating a more data-driven hiring process.
Read on to learn how to replace instinct with data for a more effective sales hiring process.
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New Sales Tool to Manage your Key Performance Indexes
Reporting on Interesting New Sales Tools For SmBiz CEOs
In my travels I often run across interesting sales management applications or selling tools that I believe represent an advance in the state of the art for sales and sales management tools. Today we are doing something new and kicking off a series of profiles of some of those promising new sales and sales management tools. We will publish these profiles and interviews from time to time and hope that you find value in them.
Today we profile a brand new Business Intelligence (BI) application for the CEO and sales manager of the small and medium-sized enterprise. SaleScope is the brainchild of Menachem Blasberg, a serial tech entrepreneur from California.
Read on to learn about SaleScope a new tool that enables the CEO and sales manager of an SMB to get meaningful, in-depth reporting on the Key Performance Indexes (KPI) that will help them analyze and improve sales productivity.
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Here’s the problem most companies face: in today’s crazy markets it is difficult to establish and maintain product and service differentiation. It is truly hard to stand out in a crowd. The best path to growing your revenues is to use weapons like responsiveness, information content and flat-out speed to create value for your customer and truly stand apart from the competition by how you sell your product or service. We call this Selling with MILT (Maximum Impact in the Least Time.)
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