“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 […]
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 […]
The Top 10 Sales Methodologies for Your Business
Posted byYour sales team is essential to growing your business and has a major impact on your brand reputation. Whether you’re starting a sales consulting business or growing your internal team, selling methodologies provide salespeople with a practical, repeatable, adaptable foundation for sales success. “Trust me, your prospects have a system for buying and if you […]
Inside Sales vs. Outside Sales – What’s the Difference?
Posted byInside and outside sales both play an important role in the business world. One of the biggest decisions you can make when building a sales team is whether to utilize the internal or external sales model. Discover the key differences between inside sales and outside sales, and how to allocate resources to each within your […]
7 Sales Performance Metrics That Matter Most
Posted by“The world has changed and if salespeople are only focused on what to say and do on a sales call, they are missing the most important measure of sales effectiveness” said Merit Kahn, CEO of SELLect Sales Development and co-host of The Smarter Sales Show podcast on The Sales Experts Channel. There has never been […]
6 Sales Strategy Development Tips for Improved Performance
Posted by“I love it when people are ready to jump right into sales training,” confesses Merit Kahn, CEO of SELLect Sales Development, “but boy are they shocked when I stop them in their tracks and tell them they are not ready.” Many sales training consultants want to implement a one-size-fits-all training program, but training is secondary […]
What Trick or Treating Can Teach You About Sales
Posted by#1. YOU HAVE TO YELL “TRICK OR TREAT”! I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies! SELLect Sales Tip: […]