Sales Productivity - Sales Pro Insider

SALES PRODUCTIVITY

Uncover Compelling Prospect Motivators to Get the “Yes”

by Kevin Knight | Jan 14, 2021

Have you heard of Nik Wallenda the famous high-wire artist? He is a seventh-generation member of the famous “Flying Wallendas,” who perform high-wire feats of excellence. Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s...

3 Must-Include Ingredients to Actually ACHIEVE Your Goals

by Kevin Knight | Jan 2, 2021

92%. What a high number for something, and it must be positive, right? So, what is it? …It’s the estimate for the number of goals abandoned within 30 days of being set. Yikes! People put so much effort into setting the goals to have them go away that quickly. I believe the problem isn’t in the actual goal that’s set; it’s the...

Ready for 2021? First, Ask Yourself These Questions

by Kevin Knight | Dec 17, 2020

It’s that time of year – thinking about next year! You’ll hear or be asked: “It’s time to set goals!” or “What are your goals for next year?” and that is important of course. But too often the goals for next year are set without important information to identify realistic and achievable goals, the information gleaned by pausing to review THIS...

Strategies for Powerful, Virtual Sales Conversations: Tangible Takeaways for Virtual Sales – Episode 12

by Kevin Knight | Nov 23, 2020

Welcome to the finale of the series for Virtual Selling, Concrete Results. For 11 episodes, I’ve laid out best practices, strategies, and tips for taking action to be most successful in your virtual selling efforts. Now it’s time to bring closure to this series, and I’m going to share with you my final thoughts around virtual...

Strategies for Powerful, Virtual Sales Conversations: The Nuances of Follow-Up Messaging – Episode 11

by Kevin Knight | Nov 13, 2020

Baseball legend Yogi Berra said, “Doing the little things can make a big difference.” Of course, he was talking baseball. In this episode of Virtual Selling, Concrete Results, I’m talking about sales follow-up messages. The Nuances of Follow-Up Messages To build off of the last episode in which I shared the 4 key components of good follow-up...

Strategies for Powerful, Virtual Sales Conversations: 4 Must-Haves for Follow-Up Messages – Episode 10

by Kevin Knight | Oct 28, 2020

Content is king. This is true in many, many situations, and it’s especially important to keep in mind for the follow-up messages to our virtual sales conversations. In this episode of Virtual Selling, Concrete Results, I am building off of the last episode in which I laid out the timing and timeline for your follow-up messages. Now, it’s...

Strategies for Powerful, Virtual Sales Conversations: Creating Your Follow Up Schedule – Episode 9

by Kevin Knight | Oct 14, 2020

Timing is so important in your business development and selling efforts, and the right timing for our virtual efforts may be even more important than it is for face-to-face follow-ups. In this episode of Virtual Selling; Concrete Results, we’ll build from the previous installment that discussed the process for your follow-ups, and this time I’ll...

Strategies for Powerful, Virtual Sales Conversations: Virtual Follow Ups, Real Sales – Episode 8

by Kevin Knight | Sep 30, 2020

The following quote by Roy T Bennett from The Light in the Heart captures the main message for successful virtual sales follow up in this episode of Virtual Selling, Concreate Results. Roy says: “Do not fear failure but rather fear not trying.” Why does that capture the key to successful follow up? Because too many sales opportunities are lost...

Strategies for Powerful, Virtual Sales Conversations: The Remote Information Exchange – Episode 4

by Nancy Bleeke | Jul 22, 2020

In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Because whether we’re sitting physically with somebody or if we’re virtual and remote, the information exchange drives the productivity of that sales effort and makes everything that...

Strategies for Powerful, Virtual Sales Conversations: Be Smart About Your Start – Episode 3

by Nancy Bleeke | Jun 25, 2020

The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. These are actions you have control over, not your technology or your company policies. Conversations...