The Best Tools for Sales

This post is a response to the question “What are the best sales tools for inside sales?” over on Quora. In later work work we’ve gone to great lengths to list many of the sales tools out there. This post serves to share the best of the best sales tools for our sales process. Good question. Sales is so tools-driven …

Sales people evil money-driven vultures

Sales People are Evil, Money-driven Vultures. Right?

Every single one of the hundreds of sales people I’ve had conversations with over the past few years will point out that they’re not like everyone else. They need to sell something they believe in, offer it to clients in a morally defensible way, and through that have a positive impact on their clients organisation. In addition, when we work …

Descriptive Sales Questions

Descriptive Sales Questions: Forcing Thinking

Everyone knows and agrees that asking questions is extremely important for Sales Professionals. Earlier today I read this excellent post on the topic of open and closed questions by Sales Guru, Stephan Derksen. The post provides excellent specific examples and suggestions you can easily use in your own sales work for information gathering, qualifying, and building rapport – go read it! What is …

Click to Dial

Sales: Click-to-Dial with VoIP and Spreadsheets

Sales can feel complex at times, and sometimes companies will be looking for single tools to just solve a single problem. In this post we share how to set up click to dial using a spreadsheet and skype, counterpath bria, or other VoIP clients. That said, using a spreadsheet as the base for your calls isn’t the best idea. It’s …

handshake

Repeat Your Customer and Sell More

Just heard something really startling: if you’re a waiter who takes an order, chances are about 70% higher of getting a tip if you repeat your customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what your customers just told you. If you respond to any request with words or …

Shhh

Avoid this Major Questions Asking Mistake !

Every day, we all ask questions. To sell something, to get to know something, to get to know someone better, to understand… One day it dawned on me that when we ask questions, many of us make a disastrous mistake: We suggest answers, and thus direct our conversation partner’s thoughts in a particular direction, limiting the answer that we receive. …

Most important in sales: Drive

Most Important in Sales: Drive!

Recently I participated in a discussion in a LinkedIn group for Sales & Marketing Professionals in the Netherlands. The discussion was in Dutch, and has been meanwhile (2018) been deleted for a long time. What’s your input? What’s most important for a sales professionals success? You need to be able to drive yourself forward. Without drive, how will you have …