Podcast: How much research should you do?
Monday Morning Manager
Good morning & Greetings, here's this week's selling scenario to think about.
Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what
Pipeline Annoyance
I am annoyed, but there is an upside to this annoyance. They are constructing a natural gas pipeline right outside my office, and I mean right outside my office, like 20 yards from my window. The noise is constant, and despite all the sound barriers they’ve constructed the noise is still annoying. And to make things worse, they don’t know when it will end. So, yes, I am annoyed.
What does change cost you?
Change comes in many form- planned change, unexpected change, easy change and hard change. We all know those who roll with the punches and can work with change and those who are the most resistant to any type of change.
You Can’t Get Sales Out of an ATM
Too many salespeople run their sales model the same way they get cash from an ATM machine; they don’t really know how much money they have until they go punch in their PIN and see if there is anything in the account. In other words, many don’t even look at their account until they need some cash, and too often they are shocked by how low their balance is. You can’t run your sales machine the same way.
