“Thus it is that in war the victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory.” –Sun Tzu, The Art of War IV.15 In other words, if you want to achieve your goals,...
Surveys show that most sales leaders feel their team is underperforming. This is due to a number of factors including lack of coaching, outdated sales models, and poor lead management systems and processes. At NuGrowth, these issues come up repeatedly in conversation...
“By failing to prepare, you are preparing to fail.”
We have all been in situations when poor preparation has led to unnecessary work, when we wished we had taken the time to organize our thoughts or questions before acting.
Approaching a sales call requires groundwork. Without it, it is easy to lose control of a conversation. By the end of the call, you and your team may discover you have more questions than when you began, or, without realizing it, that you failed to gather all the requisite information to begin serving a client.
Benjamin Franklin’s warning is important in life as well as in business. If you take time to prepare, and stick to our proven, pre-call plan, you and your team will have a smoother, more successful sales call.
Incompetent salespeople are all around us. This is something that we deal with on an almost day-to-day basis. Many of them do not realize they are bad and many cannot help it because they have never been properly taught. Sure, they’ve been handed a sales quota and...
To further prove that timing really is everything, you need to make sure that you follow up on inbound leads quickly. How fast? The Harvard Business Review study found that follow-up phone calls made within five minutes of the lead filling out a form were 80% more...
Knowledge is power… but access to knowledge is even more important. Even if your sales team is asking the important questions to your prospects, what happens to the information they gather? Does it just exist in notes written down on a piece of paper or typed into a...
“What separates great from good sales organizations?” That is the question posed in a recent Harvard Business Review blog post by USC Marshall School of Business instructor, Steve W. Martin. It is also a question take-charge leaders are asking themselves… and acting...
Six Sigma, defined by Wikipedia as “a set of tools and strategies for process improvement originally developed by Motorola in 1985,” is a widely used methodology for increasing throughput while focusing on the customer. In manufacturing terms this translates into...
There are three essential elements of a successful business development or inside sales operation: people, processes and systems. People, of course, being the men and women that make up the sales team – the hunters, farmers, closers and the managers who oversee them....
[vc_row][vc_column width="1/1"][vc_column_text] True or False? “When likening business to sports, successful selling is like marathon running. It takes time, training and talent, but not a lot of teamwork.” False! When it comes to winning at sales, teamwork is one of...
Jeff Tillar is Director of Business Development for NuGrowth Solutions, serving as an inside sales rep, account executive, and sales coach since starting with NuGrowth in 2007. His role as a sales coach allowed him to be a mentor and teach NuGrowth sales methodologies. With over 20 years’ sales experience, Jeff is a seasoned professional specializing in enterprise sales and has experience selling software, real estate, medical supplies, advertising, digital marketing, and professional services.