I love reading articles, books, and all things sales. Some I read to learn, others for pleasure – some people just write well; and then there are those that I read just to see how badly I disagree with the writer and their views. Among these my favourite by far, the ones I read for a laugh, a good deep belly laugh, are the articles that usually have headlines such as “The Secret to…”, where the author wants readers to believe that they have discovered or uncovered THE SECRET element that will forever demystify sales and selling; along the lines of Edison’s light bulb. As though before reading the piece we were stuck in the dark ages, having to make wick and gather wax to make candles, then rub sticks together making fire to light our candles. But now, thanks to this immensely generous pundit, finding prospects and closing sales will be as easy as switching on the light. I know that when they wrote the thing they did not intend for me to giggle, but making the reader laugh is usually their only redeeming value.
For many companies, implementing a CRM is not an easy task because for decades sales people have been “doing it their way” and now, all of sudden, we are asking them to standardize their communication and organization methods.
Wow, what a title! For those of you who are already a bit wary, I challenge you to continue reading; if not for the ideas and thoughts herein, then at least out of pure curiosity.
Before you go any further, let’s agree on a couple of things first:
It’s that time of year. You’ve just been handed a new, higher quota for 2016. Or, you’ve set your own goal to achieve a personal milestone. If you struggled to achieve your objectives in the past, here are three videos that highlight the latest research on this topic. I think you’ll find these strategies helpful.
I meet a lot of sales people (and pundits) who tell me cold calling doesn’t work. As you poke about and explore things a bit, you find a number of recurring elements among the “cold calling is dead” argument. One of which is the question, what’s not working, the process or the execution, or at times both.