Building Strong Relationships with Clients and Customers

To build strong relationships with clients and customers, be supportive of their goals. Story: You’re not salespeople, you’re career builders One day, while working as an Account Executive at GE, my Regional Manager assembled the sales team in the main conference room. Twenty of us sat listening to him describe our value proposition. “Stop thinking [...]

By | 2017-11-06T13:08:14+00:00 November 7th, 2017|Sales Leaders, Sales Success|0 Comments

3 Sales Analytics Every Sales Manager Should Pay Attention To

As a sales manager, you’re likely wondering which sales analytics you should be paying attention to. And while there are many KPI (Key Performance Indicator) options out there, many of them won’t help you or your salespeople. That’s why I decided to take a step back this week and look at what’s really important when [...]

By | 2017-10-25T10:01:51+00:00 October 24th, 2017|Sales Leaders|0 Comments

Ideas for Sales Scripts that Go Beyond the Phone

Sales scripts pretty much saved my life when I first started as a full time employee here at CFS. I had never truly sold before, and needed to get up to speed very quickly. Sales scripts, however, are not just for new salespeople. If they’re done correctly, they can be used by a salesperson of [...]

By | 2017-10-04T13:03:36+00:00 October 4th, 2017|Sales Success|0 Comments

Is Your Business Development Process Clearly Defined?

Having a business development process seems like a pretty obvious thing for any company to have. However, simply having a process in place is only part of the equation. For optimal results, your business development process needs to be clearly defined to everyone involved in following and supporting it. Now before I go any further, [...]

By | 2017-09-20T14:54:19+00:00 September 21st, 2017|Sales Success|0 Comments

Business Development Won’t Work Without Workability

I want to talk about working with people in a business development context. I find that most of business development training is focused on improving techniques, or what I call the “doing part.” Let’s step back and address a philosophy that comes before the doing part. I’m talking about something we call “workability.” Business Development [...]

By | 2017-09-20T11:52:11+00:00 September 20th, 2017|Sales Leaders, Sales Success|0 Comments

Active Listening for Sales: Being a Good Listener Will Set You Apart

If you want to sell anything to anyone, it truly starts by being an excellent listener. Some call this active listening. Others, like Stephen Covey, author of The 7 Habits of High Effective People, refer to this type of listening as empathic listening. Active Listening for Sales Active listening is a form of listening that [...]

By | 2017-09-14T12:54:48+00:00 September 19th, 2017|Sales Success|0 Comments

When You Create Customer Relationships You Close Deals

To put it simply: customer relationships make it easier to sell. I’m going to give two scenarios. Imagine you’re selling any product or service to someone you’ve never met before. They don’t know anything about your product, and more importantly they don’t know anything about you. To them, you’re just another salesperson trying to sell [...]

By | 2017-09-25T16:41:43+00:00 September 7th, 2017|Sales Success|0 Comments

Free Webinar: High-Profit Prospecting: How to Create a Sales Force that Wins

As a sales manager, you understand the value of a full pipeline. But what about your sales team? Top producers prospect--constantly, in fact! "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Join us as we discuss how to create a sales force that wins with sales expert and author of [...]

By | 2017-05-25T11:04:24+00:00 June 22nd, 2017|Comments Off on Free Webinar: High-Profit Prospecting: How to Create a Sales Force that Wins

Summer Sales Challenges: How to Beat the Heat

It’s officially summertime here in New York City, and while not everyone can relate to the smell of warm trash in the air, we can all relate to the same sales challenges. Selling in the summer can be tough. People are on vacation, taking longer lunch breaks, or are just harder to get a hold [...]

By | 2017-06-20T15:31:13+00:00 June 21st, 2017|Sales Success|0 Comments

A Short No-Nonsense Guide to B2B Lead Generation

We live in the digital age and there are more possibilities than ever to reach your customers online through B2B lead generation. In this post, we want to highlight some tips on how to do this. A Short No-Nonsense Guide to B2B Lead Generation If you have a business, you likely also have a website. [...]

By | 2017-08-21T13:30:04+00:00 May 23rd, 2017|Sales Success|0 Comments