Sales Productivity - Sales Pro Insider

SALES PRODUCTIVITY

Make the Right Call Now to Win Business Later

by Nancy Bleeke | Apr 2, 2020

Have you heard the saying, “People don’t care how much you know until they know how much you care?” Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for...

Are Your Clients Receiving the Best “You” During This Crisis?

by Nancy Bleeke | Mar 19, 2020

Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the wonderful things that you’re going to do there. Got yourself seated? Just snuggle in because those seats are so comfortable. As you’re getting...

Want to Keep Prospects from Ghosting You? Take These 3 Actions

by Nancy Bleeke | Mar 11, 2020

Do you like scary movies? If so good for you. I don’t and never have. Anything that has to do with the supernatural or extraterrestrials just freaks me out. That’s why I find it so interesting how a spirited word—ghosting—has become such a part of our business language, especially when we’re talking about prospects. One of the top 5 questions I...

Beware of Busy Buyers: Make Your Solution Easy to Buy

by Nancy Bleeke | Feb 26, 2020

“Never underestimate the laziness of buyers.” That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and...

Objections or Opportunities? Your Mindset Matters

by Nancy Bleeke | Feb 12, 2020

Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of...

Your Real Value Is in the Eye of the Buyer: Why What You Think Doesn’t Matter

by Nancy Bleeke | Jan 22, 2020

Have you ever heard the saying, “Beauty is in the eye of the beholder?” It’s the same with value in the eye of the buyer. Buyers pay attention to the “beauty” or value that is most important to them; and can get confused, sidetracked, or start to debate the cost for items they don’t see of value. More Isn’t Always Better That’s why, when I heard...

Are You Making It Easy to Buy Your Solution?

by Nancy Bleeke | Jan 8, 2020

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. In buying new cell phones recently, I visited a national mobile carrier who seemed to put up every barrier possible for me to actually purchase two cell phones. From a long wait, to...

A Crash Course for Creating Client Criteria

by Nancy Bleeke | Dec 18, 2019

If you want to shorten the time to a buying decision… Work with more of the clients you enjoy Focus your marketing efforts on the right people And save yourself a lot of time and headaches Identify your ideal client profile and the criteria that allows you to filter who will be ideal. First, I’ll explain the two types of criteria and then I’ll...

Danger, Danger! The Pitfalls of Premature Proposals

by Nancy Bleeke | Dec 4, 2019

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements Yet in sales…I see buyers ask for a...

The Qualifying Conundrum in Sales: Misfit Clients Beware

by Nancy Bleeke | Nov 13, 2019

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if...