I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking as it can be, cold calling can be an effective way to introduce yourself and your products/services--if you do it right.
Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before e-mail, text messaging, smartphones and the Internet? Concerned about his team’s lackluster sales performance, it suddenly dawned on him how quiet his sales department was.
A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success in sales were easy, everyone would be a sales star. Anyone who has ever tried sales--or managed a sales team--knows this is definitely not the case.
As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should anyway), and know that what we have to offer could benefit every prospect on our list. Our solutions are essential, valuable, and often, a game-changer for our customers. But to the executive on the other end of the phone who is not familiar with your company or your solutions, you are little more than an annoyance.
There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a nametag, pitching the same list of benefits to anyone who will listen. They operate under the assumption that the more people they talk to, the more deals they will close. While this approach can yield some success, operating with this type of mindset won’t help you close the types of game-changing deals that truly advance the fortunes of a company--and make a salesperson’s career. The secret to elevating your game beyond that of a product jockey is to start thinking like your customers. Here are three steps to help you get there.
Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment, consistency and a vision for where you are going.
The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly become an integral part of healthcare, due to both governmental mandates and patient expectations. In just the last decade alone, doctors, administrators and patients have come to expect and rely on on the following technologies:
The old way of selling is dead. People don’t want to be sold to anymore and they don’t want to waste time with uninformed salespeople. C-suite executives have numerous ways to screen out salespeople with nothing relevant to say, so winning a few moments of their valuable time is harder than ever. Here are three of the most common reasons salespeople fail to secure a meeting with C-suite executives:
In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few organizations treat it that way."
This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology Customers Are Not Happy (and What to Do About It).