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People, Business Strategy: Sales and Negotiation Training

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The little book about sales prospecting

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Chapter 1: Understanding the Importance of Prospecting

Prospecting is the process of identifying potential customers or clients for a business, product, or service. It is the foundation of sales and marketing and is essential for any business looking to grow and expand. In this chapter, we will explore the importance of prospecting and its impact on business success.

Why Prospecting is Important

Prospecting is important for a number of reasons. First and foremost, it helps businesses to identify potential customers and build relationships with them. By doing so, businesses can increase their sales and revenue, and ultimately grow and expand.

Another important benefit of prospecting is that it helps businesses to better understand their target market. By identifying potential customers and their needs and preferences, businesses can tailor their products, … [ Read the rest » ] “The little book about sales prospecting”

Sales advices from chatGPT

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Sales training can be a complex and nuanced field, but here are a few pieces of advice that may be helpful:

  1. Know your product/service: The first step to being successful in sales is to have a deep understanding of the product or service you’re selling. This means knowing all the features and benefits, as well as any potential drawbacks or limitations. It’s important to be able to speak about the product with confidence and to answer any questions a potential customer may have.
  2. Listen more than you talk: Successful salespeople know that the key to making a sale is not to talk about the product, but to listen to the customer’s needs and concerns. By understanding the customer’s pain points and goals, you can tailor your pitch to address their
… [ Read the rest » ] “Sales advices from chatGPT”

To control or not to control your sales team, that is the question!

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Control?

I am often asked what level of control should exist over a sales team.

There are several theories that you should control everything, that you should control nothing, or that you should have balanced control.

In short, there are many theories.

The answer is not as simple as we think.

Control should always exist.

The degree of this control may vary according to several analysis vectors.

There is a maxim that we often present to our clients that can be summed up as follows:

“What gets measured happens”.

In controlling a sales team, there should be two main vectors that can help you set up a monitoring scheme.

The “Short-term versus Medium and Long-term” vector

The first is whether YOUR type of sale is short-term or medium to a … [ Read the rest » ] “To control or not to control your sales team, that is the question!”