The sales industry has changed quite a bit in recent years, and 2022 won’t be any different. Optimizing your sales processes is the key to staying competitive and dominating your market. Not only will a well-structured sales process benefit your sales team, but it will also lead to higher-value deals and improved conversion rates. In […]
7 Mistakes Every Sales Rep Makes
Posted byYou might not want to repeat the past, but you can definitely learn from it. Whether you’re new to the game or have been doing a tactic or two wrong this whole time, this article will help you avoid the most common sales mistakes. Becoming A Sales Rep Being a sales representative requires strong customer […]
Starting A Career In Sales: 5 Tips
Posted bySo, you’re ready to start your career in sales. Congrats! In this article, we’ll provide some expert advice on becoming a sales professional. Why You Want To Start Your Career In Sales Sales is a great industry to work in if you are a solid communicator, enjoy interacting with people, and thrive on workplace challenges. […]
5 Characteristics the Best Sales Consultants Have In Common
Posted by“It takes more than strong selling skills and a good action plan to be successful in sales and any sales training company that tries to convince you otherwise is in an argument with reality,” asserts Merit Kahn, CEO of SELLect Sales Development. You can’t teach some of the skills required for sales consulting, but you […]
How to Follow Up a Sales Call
Posted byMaking a sales call is fairly straightforward. Following up on that sales call is the tricky part. Merit Kahn, CEO of SELLect Sales Development tells clients, “Follow-up calls can be a nerve-racking experience, but they can also be the catalyst that really gets the ball rolling.” So, how do you do it right? Below, we’ll […]
How to Build and Grow a Sales Territory from Scratch
Posted bySales territory management is an important but often overlooked part of managing a successful sales team. Without a solid plan for establishing sales territories, it is difficult to focus your team, establish success metrics, set goals, or analyze the markets you are targeting. “So much has changed over the past year that even companies with […]
5 of the Best Open-Ended Sales Questions + Examples
Posted by“Are you open to… is my all-time favorite phrase because nobody wants to admit they are not open-minded,” says Merit Kahn, CEO of SELLect Sales Development. “Questions with yes/no answers don’t give salespeople the information they need to qualify or disqualify opportunities.” It takes practice and time to develop an effective questioning strategy successfully, but […]
The Best Sales Interview Questions to Ask Candidates
Posted byAs the world opens up again, filling sales positions with talented, driven, and qualified candidates is at the top of the priority list for many sales organizations. CEO of SELLect Sales Development, Merit Kahn, regularly reminds clients, “Your sales representatives aren’t there simply to bring in revenue. They also represent the company name to your […]
Sales Process vs. Sales Methodology Comparison – What’s the Difference?
Posted byRegardless of industry, market, or skill level, all sales reps can agree on one thing—a lot of hard work goes into sales. However, what many businesses don’t know is that there are specific tools and techniques designed to facilitate the job. Sales methodologies and processes can help companies increase productivity, unify team members, and most […]
Pros and Cons of Online Selling – Virtual/Remote Sales Teams
Posted byFor as long as we can remember, selling in person has been the go-to for businesses of all sizes. Meeting with prospects face-to-face and building rapport in real-time has simply been the norm for outside sales professionals—until recently. Now, large businesses are beginning to make the transition to selling online, and small business owners are […]