Sales Productivity - Sales Pro Insider

SALES PRODUCTIVITY

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...

Powerful Virtual Sales Conversations: Preparing Yourself Before the Conversation

by Nancy Bleeke | Jun 11, 2020

With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the...

Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation

by Nancy Bleeke | Jun 6, 2020

Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question Over these...

Memorializing Our Heroes

by Nancy Bleeke | May 22, 2020

A holiday weekend is ahead…and I often forget it’s not about weekend barbeques or the “official” start of summer in the Midwest… nope, it’s about our freedom. And while many of us aren’t feeling very free during our times of COVID, we are free in the ways that really matter. I wrote a post in 2009 about Memorial Day. Never could I have known what...

What’s Your Mindset Around Virtual Selling?

by Nancy Bleeke | May 20, 2020

Here’s a number to pay attention to… It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling...

Ditch the Pitch to Stop Prospects from Running

by Nancy Bleeke | Apr 15, 2020

What’s your pitch? Or what’s your sales pitch? Those questions give me the heebie jeebies. Why? Because if we’re not on Shark Tank, they’re typically not asked from someone who is really interested in what we’re offering… Premature Pitches Are a Waste of Time I’ve long proposed we need to ditch the pitch because pitching...

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...