On Monday I introduced this series dealing with the five attributes of successful sales professional share and excel at, they are all:
Proactive
Regimented
Initiative
Decisive and Action oriented
Evolve
Or what we coined Pride. Leading sales professionals PRIDE in what they do, and they bring PRIDE to their work every day.
I had some good feedback on the Proactive segment, one [...]
On Monday – I introduced a framework allowing sales people to fully engage when working with buyers, an easy to follow (which does not always mean easy to execute) process called BANTER:
Budget
Accountability
Need
Timelines
Execution
Review
We looked at the first two, Budget and Accountability, today we will look at Need and Timelines or Time.
Before we get into today’s elements, [...]
A Guest Post By Dave Brock
I always appreciate Tibor’s blog posts on cleaning out the pipeline, focusing on real business. He always seems to find the right time to remind us to do this, In January, he encouraged us to Clear Out The Clutter, can’t start the New Year with garbage in our funnel. In [...]
Sometime watching sales people in action is like watching a tennis match; prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good [...]
There is no arguing that it is better to do things right, do them right the first time, and then move on to the next thing or task. But does “right” equate to doing it “perfect”? I don’t think so, there are a whole bunch of things that can be done right, very right, without [...]
