Targeting for sales results in a tough economy is more important than ever before. It is essential that sales professionals clearly define their target prospects by supporting criteria. The supporting criteria should give them the best return on their time investment (R.O.T.I.) and positive sales results.

Begin affecting sales results by dissecting your data base of customers based on predetermined criteria. This should be criteria that you can use to identify your best customers. It could be volume, margins, profits, loyalty, etc, but it must be specific and utilized to distinguish between different levels of clients.

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Tags: goal setting worksheet, sales coaching, sales techniques, sales strategies

In my last blog I mentioned businesses need to be out in the market place in a more proactive way in search of sales results. We discussed not only how businesses need to clearly define their target prospects but they also need to know where to find them and how to approach them in order to nurture their sales results.

In this blog I would like to share how to engage them into a buying process and how to maintain and advance your sales results.

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Tags: marketing and sales strategies, how to sell, sales strategies, sales techniques

In my last blog I mentioned businesses need to be out in the market place in a more proactive way. They need to position themselves as leaders and lead the way for the long term sales results. It is not productive to be followers into a potentially short term crisis. They need to enhance leadership and to truly be in the sales result business.

Businesses not only need to clearly define their target prospects but they also need to know where to find them, how to approach them and how to engage them into a buying process in order to maintain and nurture their sales results.

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Tags: sales techniques, sales coaching, free sales training, sales strategies

There are many cold calling tips available to sales people today, but cold calling in today’s economy requires a lot more calls and more emphasis on the benefit statement provided during that call.

Naturally cold calling requires you to identify yourself my name and organization, and that is where it stops being about you!

Too many cold callers babble on about their organization, it’s products or services and that in itself is not engaging. If you do not immediately engage the receiver of the call, they will not want you wasting their time.

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Tags: sales techniques, sales tips, free sales training, increase sales