This post is written for sales leaders who describe themselves as students of the craft. You do not have time to comb through hundreds of blogs, books, magazines, articles, podcasts, tweets, etc. to find that one nugget that you can use today. Yet, you are competitive and want to know more than the next guy. Our sales consulting firm can play the role of “curator” and net it out for you.
The origin of this post was a journal containing the most commonly requested topics to be written about on our blog. As our subscriber base has increased, so too have the requests, making it difficult for our sales consulting firm to keep pace. The most logical way to respond to each request is the Tip List.
Here it is. Enjoy.
51 Tips for Students of the Craft from the Sales Consulting Industry
Make sure you have channel ready content before launching a channel enablement program.
Convert your Ideal Customer Profile into Buyer Personas.
The most effective sales process reinforcement tool is the win/loss review.
Prioritize recycled leads over all other leads sources. Third time is a charm.
Fill lead development rep positions before filling sales rep positions.
When qualifying a lead, understand the difference between interest and intent.