In many of our engagements over the last two years we hear sales professionals complain “the old days are gone it’s all about price!”
Price has never been excluded from the equation. Perhaps there was a little less emphasis in the past, but always lurking near the surface.
Although we are in the most difficult economy in our lifetime hasn’t it always been about price, value and relationships?
Sales professionals can become pessimistic allowing the customer and themselves to obsess over price. World class sales professionals continue to dig deep and wide looking for opportunities to creatively bring value, innovation, cost reduction, and relationships to the sales process.
As owners, sales managers, and sales professionals we must all look introspectively and resist the tendency to fall prey to the price mantra.
Do you believe in your goods or services? If so challenge yourself to find the differentiators. Price will has always been and will always remain relative
Copyright © 2011 Dave Neal
Generating leads and following up on them is a tedious job yet a fundamental requirement for world class sales performance. Warm leads are precious and the process to turn them into initial appointments and true prospects needs to be consistent.
As the CEO or VP of Sales are you aware of the number of leads your sales people process each day, week, or month? Can you identify where the leads come from and how timely they are followed up on?
Statistics demonstrate that all too often sales people do not have enough leads at any one point in time to keep the pipeline filled; thus they have gaps or voids in the flow of legitimate prospects. Another critical issue is frequently sales professionals don’t follow up on “hot” leads in a timely fashion and loose the majority to competition.
Keeping your sales force focused on consistently generating leads and tracking their status via a CRM is one of the single most important task management can provide.
Copyright © 2014 Dave Neal
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