Sales Tips From A to Z

Posted by Mike Cooper on May 15, 2012 in Sales Tips | 0 comments

Here are 31 of our favorite sales tips: from A to Z     (Print this article) Accountability ~ Measure you results against plan. It’s May 15th, half way thru Q2 2012. Are you 50% of your Q2 plan? How is actual compared to 2012 plan? Par is 35%. 3 B’s of selling ~ Be Bright; Be Brief; & Be Gone. Be Your Best ~ the 4th B of selling. Decision makers want to do business with the...

12 Reasons You Should Have a 2012 Sales Plan

Posted by Mike Cooper on Jan 31, 2012 in Sales Tips | 0 comments

Sales planning is critical to the success of your business. Unfortunately, some folks spend more time planning their vacations than they do planning their business. Here are a dozen reasons I have seen or heard happen due to lack of sales planning. 1. You keep saying next month you’ll write down goals; it’s already the end of January. 2. Your sales plan is written on the back of a...

4.5 Ways To Sell More

Posted by Mike Cooper on Jan 29, 2012 in Sales Tips | 0 comments

Remember, there are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more stuff. 1. “Call Me In January”  Remember all those prospects and future clients that said to call back after the holidays? Guess what? It’s the last day of January. Have you called yet? Pick up the phone dude: “I’m following up after the...

Sales Predictions for 2012

Posted by Mike Cooper on Dec 29, 2011 in Sales Tips | 4 comments

Back in the day, my crystal ball was always in the repair shop when it came to forecasting and estimating. Today, I’m still not much of a psychic but I’ve made some predictions that are both good business practices as well as interesting. Gone are the days when we sold “features and benefits.”  Now, there are so many choices, buyers are looking for value. Creating value...

6.5 Year End Sales Tips for Immediate Results

Posted by Mike Cooper on Nov 17, 2011 in Sales Tips | 4 comments

Remember, there are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more stuff. 1. Change up your selling tactics.  Work more with “A” accounts instead of “B” and “C” accounts. Your competitors want your “A” accounts as new business. Your best accounts might be able to issue an extra PO or two...

Three Reasons Your Sales Results Are Under-Cooked

Posted by Mike Cooper on Sep 27, 2011 in Sales Tips | 0 comments

Another quarter is in the books. How are your 2011 results? Did you exceed 2010′s sales? Do you have new customers? Do you have new products or services available? Did you achieve quarterly plan? If you answered yes to those questions, keep up the momentum because your results are smokin’. If your sales results are under-cooked and answered no to those questions, you need to start...