The Dean of Sandler Training @ The Ruby Group
Columbus Akron Canton, Ohio
Joined August 2009
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"Regardless of how good or how needed the product or service might be, it has to be sold." lnkd.in/eEvVHt4
"Develop your people as if they are someone's next great employee." #SandlerSummit #HowToSucceed
Had a great time on the #ZohoCRMChat with @BrentLeary and @lnfrance . Thanks @ZohoCRM. See you at the next one?
#CRMChat #SalesChat #sales #growth lnkd.in/eJwFSsV
Fast morning for our 30+ #Sandler #Sales Boot Camp recruits at @SandlerRubyGrp. Enjoy lunch. We're back at it this afternoon. #Professional #Training lnkd.in/e4WGXSZ
A4: Be ready to pivot in your marketplace when new data presents itself, and be open to that new data. Yesterdays strategy sometimes leads to yesterday's companies if we don't pay attention. #ZohoCRMChat
A4: It has never been easier to get good data on prospects in your market if you become an active participant in your prospecting and not just a vocal supporter of marketing finding you new leads. #ZohoCRMChat
A3: Keep filling the pipeline! All too often salespeople get complacent because their pipe "feels" full enough, until it isn't and that's when they get back to the work of #prospecting. Stay off that rollercoaster by #AlwaysBeProspecting #ZohoCRMChat
A3: This tends to scare sales people because their pipelines become smaller, but the good news is everything left should be an actual moving deal. #ZohoCRMChat
Q3: Think of your pipeline as a DEAL FLOW. Deals should keep moving or they may need ejected from the pipe for now. #ZohoCRMChat
A3: Your pipeline should never get clogged i.e. work to get a lot of No's, a lot of Yes's, and nothing in between. "Let me think it over," is not an answer, and I find the only one thinking about it is usually sales person. #ZohoCRMChat
A2: If you want to be treated differently then you need to be saying different things. Your prospects should be thinking: "I wasn't expecting a Sales guy/gal to say that!" :-) #ZohoCRMChat
A2: For example: If a prospect asks you what makes you different from your competition, consider answering: "Maybe there is no difference, but you're probably asking me that for a reason?" #ZohoCRMChat
A2: There is more competition than ever before for what you sell. Engage that my not sounding like a typical sales person. Begin to say things that are not necessarily in your best interest. #ZohoCRMChat
A2: Questions out of the gate like: "Ms. Prospect, I find that most people have begun to form opinions about my product/services before this mtg. Would you mind sharing your thoughts with me?" #ZohoCRMChat
A2: Your prospects are coming to you better educated than ever before and they're engaging you later in their buying cycle. You need to meet hem where they are by asking a better set of questions upfront. #ZohoCRMChat
A1: Work to get a clear future on every call. Have you ever had a great meeting with a prospect only to find you can't get back in for a second call? If so, then you missed something in that first call. Always leave with a date/time on the cal and what happens next! #ZohoCRMChat