by Bill Poole | Oct 10, 2018 | Sales
Every dealership wants to grow net-new business. However, using field sales reps as the sole source of prospecting leads to inconsistent results. That’s why most technology companies outside the office equipment industry have inside sales teams with Sales Development Reps (SDR’s) focused exclusively on developing new business opportunities.
As we’ve been coaching and equipping inside sales teams with the latest automated prospecting strategies combined with monitoring market triggers, I’ve become more and more convinced that inside sales team are an effective strategy for dealers who want to grow new business. Here’s why:
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by Bill Poole | Sep 27, 2018 | Sales
As a VP of Sales or Sales Manager, the number one driver of your success is recruiting a great sales team. If you don’t have great players, you’re going to struggle. A sales team is similar to a college football team. If the team recruits great players they are set up to have a good season. If they fail to recruit great players they are a in a lot of trouble.
What can we learn from college football to help us recruit better reps? Here are a few ideas.
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by Bill Poole | Jun 25, 2018 | Sales
Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they get, the higher chance they will get on base and score runs.
Whether you are a business owner, sales manager, or sales rep, you need to be involved in as many deals as possible if you want to hit your goals. In sales, you want to make the short list of vendors under consideration. If you make that list, at least you have an “at bat.”
Here’s the challenge: the way buyers make their short list of potential vendors has changed. If you don’t recognize this, you will miss out on many opportunities for net-new businesses.
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by Bill Poole | Jun 7, 2018 | Sales
What do you sell?
Every business owner, sales rep, and marketing professional needs to ask this question on a regular basis.
The answer to this question is typically different than the actual products, services, or solutions you sell. Essentially, you don’t sell a product, you sell results.
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by Bill Poole | Mar 29, 2018 | Sales
Do you want net-new business? Your buyers must see you and your company as credible.
When asked what behaviors a seller could exhibit that would increase the likelihood of meeting or buying, more than 1/3 of the responses were related to credibility as presented in the book, Stop Selling and Start Leading.
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by Bill Poole | May 13, 2017 | Sales
On my way to and from the airport to speak to a group of CDA service managers in Austin, TX, I was forced to take a regular taxi since Uber and Lyft are not allowed in Austin for some reason. After several years of not having to endure taxis, I began to see the taxi cab experience from a new perspective. I now have an even deeper appreciation for what makes Uber special.
Many industries have been built on excellent service. Looking to companies like Uber and adopting what they do right can give us ideas of how to sustain that competitive advantage. (more…)
