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Focus – They answer the question, “What actions can I take today towards meeting my goal?”
Goal Driven – They go for the brass ring with vigor.
Passion – They love their work. They know there’s a solution to every problem.
Personal Development – They are veracious readers and listeners. They acquire mentors and meet with them often.
Alice Kemper mobilizes sales teams to meet sales quotas consistently. As President and Founder of Sales Training Consultants since 1983, Alice continues to develop innovative and leading edge sales and leadership courses. Her latest one stop resource for sales managers is www.salestrainingwerks.com, complete with 5-30 sales energizers, meetings, tips, books, expert messages and more.
Account team members come together to collaborate on the development of a “strategy brief” for top prospects and/or existing customers they want to retain and grow. Although each completed strategy brief will be unique, most will likely include relationship mapping (including executive cultivation plans), opportunity assessment, goals, risk evaluation and more. The strategy brief will chart the roadmap for the team to follow until all the goals have been achieved.
If you want to ring the bell more frequently with TOP Line Account™ victories in 2016, then get your war room meetings on the calendar now!
Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high value customers. Learn more at www.toplinesales.com.
In our efforts to build repeatable and predictable sales systems, we can lose sight of our customers’ objectives and try to force them in to our neat and tidy sales process. But just because it’s YOUR process doesn’t mean it always reflects your BUYER’S journey. Top sales performers focus every action on the buyer’s perspective and help them make decisions that work for them — reflecting their individual context, their needs, their risks, their obstacles, their business culture, and their business drivers. They’re real people, not nameless, faceless, robot buyers.
Shawn Karol Sandy is the founder and Chief Revenue Officer of The Selling Agency – a strategy + action firm that builds revenue engines for small and mid-sized businesses. Her clients are in highly competitive, commoditized and mature industries and face slow growth, stagnant revenue and shrinking margins. Her firm creates competitive differentiation and “Selling Organizations” that leverage talent, resources and technology to increase profitability, scale growth and neutralize competitive forces.
Successful salespeople make one more call, even when they’d rather pack it in for the day. And they ask the necessary questions that make them uncomfortable.
It sounds logical, yet the unsaid piece that makes successful salespeople different is that they push past their fear and discomfort.
Lynn Hidy helps sales executives catapult their inside salespeople into sales mastery. The foundation of her inside sales training practice, UpYourTeleSales LLC, starts with building new skill sets in your team and systematically increases results through behavior reinforcement.Janice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter