Songs to put on your sales team’s playlist

By Shannon F. You probably don’t need a scientific study to tell you that music can make you happier at work, reduce your stress levels, and allow you to find a moment of calm in a noisy environment. But did you know that music improves productivity? Studies show that music can make you work harder and faster, and the benefits are not just limited to the gym. Sales managers found that sales actually increased when music was played. Does it matter what’s on the playlist? Runners swear by fast-paced, motivational music, while road-trippers claim that subject matter is what inspires them to cover more miles. Here’s a compilation of sales-related songs to get your team pumped (and productive). Eye of the Tiger—Survivor. The ultimate underdog anthem that reminds us to thrive, not just survive in sales. I Won’t Back Down—Tom Petty. Need to gather your steely resolve before speaking to a tough customer? This should be your theme song. We’re Not Gonna Take it—Twisted Sister. See above. Don’t Stop Believin’—Journey. This karaoke hit makes your pulse beat a little quicker. We bet you can’t not sing the falsetto part. The Gambler—Kenny Rogers. Know when to hold ‘em, know when to fold ‘em. Could any more life lessons possibly be packed into one song? Don’t Stop ‘Til You Get Enough—Michael Jackson. Good words of advice on a slow sales week. Take the Money and Run—Steve Miller Band. Channel an outlaw and run away with your sales goal. Takin’ Care of Business—Bachmann […]

Signs that you are a Sales Perfectionist (and how to fix it)

by Shannon F. Sales is a field that requires a rapid response-rate, quick decision-making, and the ability to let the small stuff go. If you’re a perfectionist, you may struggle to generate the sheer volume of activity necessary to make your sales goal this year. The problem is, perfectionists can be deceptively imperfect, making them hard to recognize. They don’t all sort their paperclips by color or own a personal label-making machine. If you are like me (an admitted perfectionist) you might not ever bother to wash your tea cup, assuming the germs will be microwaved out on each subsequent use. That sure doesn’t sound like perfectionist behavior! So here are some signs to look for, and some ways to save yourself before you get bogged down by perfectionist tendencies. Perfectionists are highly self-critical. In sales, like in anything, you’ll have ups and downs in your personal performance. Having a bad day is something that rarely matters in the long run, but perfectionists tend to beat themselves up about their perceived shortcomings. This turns into time wasted on worrying. The fix: Strive for excellence, but be forgiving of your mistakes. Don’t take it to heart if you are having a “bad phone day” or you stumble during a demo. The more you hone your selling skills, the more consistent your performance will be. Perfectionists take rejection personally. Their feelings are hurt if someone is curt on the phone, and worse, they blame themselves for not achieving a more positive interaction. […]

Sell BEFORE they go online

by Shannon F. Informal opinion polls show that the internet is not just a passing phase. Though MySpace, homemade Angelfire websites, and certain derelict forums may be ready for the digital junkyard, the World Wide Web is generally still thriving, and only a few stragglers still believe that customers will find them in the Yellowpages. The availability of products, information, reviews, and comparisons online make it difficult to compete if you’re continuing to sell the way you did ten years ago. That’s why the most adaptable salespeople, instead of fighting the inevitable, learned how to do two things early on: harness online marketing tools and, just as significantly, reach prospects before they go to the internet. Be the expert they find online. When was the last time you made a complicated or expensive purchase because a salesperson talked you into it? Chances are, you researched your options extensively before you even went to the store. If you decided in advance that you wanted a Brother MFC-8510DN Laser Multifunction Printer, it’s going to be much harder for a salesperson to convince you that the HP LaserJet Pro 400 M475DN is your best bet. You’re now an educated buyer, because you found out the pros and cons of each product online. So how can you sell your B2B products and services to today’s educated buyers? For one, you have to provide the information that prospects seek online. If you sell business telephones, for example, you should be blogging about selecting a phone […]

Top 5 Ways to Engage Prospects Before You Sell

If you’re familiar with the concept of engagement marketing, you know that giving prospects something valuable for free can help you close deals down the road. The trick is not to bring up your sales pitch yet—don’t even think about it. When you have wined, dined, educated, and inspired your prospect, only then can you seek an opening for discussion of your product or service. But what exactly should you offer to your potential customers? We list our top five favorite freebies. 1. An invite. You can contact prospects via LinkedIn, use your sales automation software to log in some cold calls, or send the old-fashioned snail mail invitation. Just make sure the word gets out to your prospects that you are personally inviting them to a free networking event. Offer guest speakers, food, entertainment, or whatever you think it will take to lure your target crowd. Hosting an event is not an opportunity to talk up your company. Instead, foster relationships and build trust by engaging your prospects in a friendly, low-pressure environment. 2. Your book. So you aren’t a 21st century reincarnation of Dale Carnegie? It’s okay if you don’t have a best-selling sales book or any book at all. You probably have it in you to write up some White Papers about your area of expertise or even provide valuable advice by word of mouth. The whole point: be clear to prospects that you’re an expert in your field, and they’ll be more inclined to do business […]