Archive for category Sales Productivity
Sales Objections – Is That All You Got?
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity, Unlearning on January 19, 2013
Sales objections are a huge issue. In fact, so many of my prospects immediately object to requests for a meeting that I’ve decided to analyze why and what to do about it. Learned Behavior And False Reads When we first meet with our customers, they are on guard by default. It’s learned behavior: they’ve been [...]
Dealing With Rejection In Sales? Program For Success
Posted by Don F Perkins in B2B Sales, Sales Productivity on January 5, 2013
I recently asked the question on Quora.com: “What’s the hardest thing about sales and why?” Turns out rejection in sales is a universal source of anguish. What follows is the best answer I received, and some thoughts on why. John Perrin wrote: The hardest thing about sales is being instantly hated when you mention your [...]
Sales Manager: 5 Things That Might Be Lowering Productivity
Posted by Don F Perkins in B2B Sales, Sales Productivity on December 8, 2012
Hat’s off to you sales manager. That’s a tough job you’ve got there. There are many dynamics in play when it comes to effectively managing your team, but here are five very destructive methods that could be hurting your team’s productivity. You might not even realize you’re doing these, but do you: Insist on Happyland? [...]
The Fleeting Now – Harnessing Time For Success in Sales
Posted by Don F Perkins in B2B Sales, Sales Productivity on September 29, 2012
Tragically, success in sales can elude us if we dwell on the past or fret over the future and miss the most precious time we have: right now. What’s the issue? The present moment is all you can control, if indeed any time can really be controlled. It’s the one time you can truly influence [...]
Is Cold Calling Just a Numbers Game? – Six Ways to Get More Sales
Posted by Don F Perkins in B2B Sales, Sales Productivity on September 22, 2012
Ever have some old school manager tell you that “cold calling for appointments is just a numbers game. “If you make 100 calls” they say, “you will get 1 appointment. If you make 200 calls, you will get 2 appointments, and so on. So take this script and get on the phones.” No wonder some [...]
Objection Handling in Sales – Where Customers Live: The Trail of Unkept Promises
Posted by Don F Perkins in B2B Sales, Sales Productivity on July 28, 2012
I wonder what customers are thinking sometimes. Why is it that a lot of the time as soon we begin talking, they immediately try to shut us down? It can’t be anything we’ve said, because we haven’t even had time to say anything yet! Yet they seem so skeptical and unyielding. Maybe it’s because of [...]
The Problem With Ants – A B2B Sales Analogy
Posted by Don F Perkins in B2B Sales, Sales Productivity on July 14, 2012
Ants are known for being industrious, organized and real team players. These are positive traits for B2B sales people too right? (well, yes and no.) My wife and I recently bought some bait to get rid of ants. You cut the little plastic end open, place the thing in the path of the [...]
Constructing an appointment rich call strategy
Posted by Don F Perkins in B2B Sales, Sales Productivity on June 15, 2012
A friend on LinkedIn asked my advice recently on cold calling: His question? What do you use for an opening line and how do you deal with objections? Great question! I think even those of us who’ve been at it a while could stand to think about what’s important and what’s made the difference between greater and [...]
50 Ways To Lose Your Client – Sales Humor from Babette Ten Haken
Posted by Don F Perkins in B2B Sales, Sales Productivity on May 10, 2012
It’s been a hell of a day here in the Digital Media Consulting world. If your day was half as crazy as mine, take a minute to laugh and learn from my friend Babette’s guest post on sales snafu’s we all make from time to time. (inspired by the lyrics to “50 Ways To Leave [...]
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