August 24, 2015 09:00 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 3 of that series.
Product and customer knowledge is obviously critical for reps, but why is industry expertise so important for effective selling?
AP: Industry expertise enables a rep to provide an additional, if not absolutely higher, l...
August 20, 2015 09:05 AM
Sales reps tend to have a comfort zone. It’s not uncommon to have successful reps who are GREAT at selling to a specific role about a specific challenge that they are familiar with. Where they run into problems is if they have to move out of their comfort zone to sell to different people, in different industries, or with different challenges.
It’s an entirely different ball game. And you might assume that because a rep is really great in their comfort zone, it’s going t...
August 17, 2015 09:09 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 2 of that series.
You write that product knowledge and industry expertise is something REPS can control – but what can COMPANIES do to better support this?
AP: Companies need to do a better job of providing a structure for profe...
August 13, 2015 09:14 AM
At Brainshark, we are in the midst of rolling out a full-scale program for social selling. During this project, I’ve been lucky enough to get some help from Bob Hutchinson, one of my colleagues in sales who happens to be an expert on social selling. Here are some of the things he’s taught me about how to be an effective social seller.
#1. Don’t be anonymous
You can set your LinkedIn security settings to hide your name when you are checking out other people’s profil...
August 10, 2015 10:40 AM
Andy Paul (@zerotimeselling) is a leading sales acceleration writer, speaker and coach. He is the author of two books: the Amazon best-seller Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions, which was recently named by HubSpot as one of the 20 highest-rated sales books of all time; and, the award-winning Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales, which was recognized by Top Sales World as one of the Top 3 S...