Month: March 2016

Increase Sales Credibility with High Value Touches

Posted on by Chris

*Ring Ring* -pickup-

“Company G, Frank speaking.”

“Hi Frank, this is Christian from HowToSales- I just wanted to check in to see how you were doing.  Is there anything I can do to help out?

“Nope, we’re good.”

“Ok, great.  Thanks!”

-click-

What a waste of time- for both of us.  Low value touches like this are all-too-prevalent among average, quota-missing salespeople.  Instead, learn to use sales touches to increase your chances of success by taking a high-value approach.

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How to Find the Best Sales Jobs (for you!)

Posted on by Chris

Whether you’re just starting to look for a career or are a seasoned pro looking for a change- knowing where and how to find your next sales job requires a unique set of skills.

First: Preparation

Going into a job hunt like Officer John McClane vacations around the holidays is a good way to end up underutilized, underpaid, and unhappy.
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On the other hand, a little planning and preparation really goes a long way- especially when looking for a new sales position.  Here are a few steps to plan like a pro:

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How to Use CRM to Ruin Your Sales

Posted on by Chris

Let’s face it- you’re too busy.  You’ve been working hard and your account list is starting to look like the yellow pages for your territory.  With all that work and money you’re making- how are you supposed to have time for the important things- like napping under your desk?  Here’s some tips so you can use your CRM tools to decelerate your sales and free up your time for more important things- like bowling with your high school gym teacher.

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1. Complain about having to enter details and data for your opportunities.

Say things like “I’m a salesperson not a data entry specialist!”  This draws attention away from the data-driven sales acceleration tools your CRM tool provides.  These tools will likely boost your win rate as you spend time learning what’s working, where, and why- time better spent in the hammock you put up in the broom closet last year.  Your win rate is high enough already (single digits, baby!), why would you want to cause yourself more stress by having more happy clients?

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