Sales Managers

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

Process…plus….

Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.

Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing th…

Mar 22, 2022 12:00pm

By Jody Seivert

Under sales, Sales Coaches, Sales Managers, communication, Interactions, solutions, #closeratio, Retail, showroom, Closing, relationships, strategy, connecting, Process, priorities, #SellItOrScheduleIt, BADAS & Qualifying Questions

1 min read

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

Priorities…plus….

As we did in the first blog of this series (Problems….), we will focus on one element. One element that when added to the others creates something magical.

Priorities are those things that matter most. And there aren’t a lot of them, which is what makes them priorities.

When working with a designer or with a retail customer, ask what the priorities of the project/product are…and limit them to THREE.

Ask: “What are the three most important elements to you?” Then listen and take no…

Mar 15, 2022 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Interactions, Results, Retail, sales, showroom, solutions, communication, challenges, Systems, Opportunities, Creating Urgency, strategy, Achieve, Excellence & priorities

2 min read

Apr 14, 2021 10:10am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Sales Managers, Action plan & Results

2 min read

This Equals That....

For sales associates and leaders everywhere

The numbers never lie. When you step on the scale, you know. When you open your bank statement, it’s right there to see.

The same is true for sales. When you look at your sales results, you know whether you are on track to make goal or not. If you are, great. If you aren’t, it’s a function of actions: the quantity and quality of the actions you have already taken.

If you want to get back on track to make goal, you need to take more actions. If you h…

Apr 14, 2021 10:10am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Sales Managers, Action plan & Results

2 min read

Apr 8, 2021 01:26pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, Sales Coaches, Sales Managers, selling, sales & Build Habits

2 min read

Q2 2021

Q2 2021

For sales associates and leaders everywhere

Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from hitting your target.

The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can contr…

Apr 8, 2021 01:26pm

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Coaching, Qualifying Questions, Sales Coaches, Sales Managers, selling, sales & Build Habits

2 min read

May 29, 2020 01:47pm

By Jody Seivert

Under Action plan, #JodySays, Opportunities, marketing, solutions, Sales Managers, sales, Retail & Results

2 min read

Ch-ch-ch-changin’

For sales professionals, everywhere

This really has been an amazing time. There are things we are aware of immediately: loneliness for our loved ones, the masks, and distancing, the anxiety of what to do and when to do it, plus, plus. We see them, we feel them, we hear them - we can’t miss them. It’s the construct in which we are living and the actions we are taking within that reality.

And there are the things that aren’t scorchingly obvious: the reveals in our business and the model its…

May 29, 2020 01:47pm

By Jody Seivert

Under Action plan, #JodySays, Opportunities, marketing, solutions, Sales Managers, sales, Retail & Results

2 min read

May 29, 2020 01:37pm

By Jody Seivert

Under Results, Coaching, Sales Managers & Retail

2 min read

Virtual Selling

For sales professionals, everywhere

Life as we know it is different now.

It’s different in that we are working from home (if we are fortunate enough to do that), we are getting more familiar with using technology for meetings and to stay in communication with clients, customers and loved ones.

It’s different in that we can look at our business and notice the soft spots and the holes that we have put aside while we focused on more urgent issues. We now have the time to address those…

May 29, 2020 01:37pm

By Jody Seivert

Under Results, Coaching, Sales Managers & Retail

2 min read

Oct 29, 2019 06:00am

By Jody Seivert

Under Achieve, Action plan, Build Habits, Closing, Coaching, communication, Consistancy, managers, Opportunities, relationships, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, strategy, success & Uncategorized

2 min read

Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

19. Retaining current customers is 6–7 cheaper than acquiring new ones

It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.

Salespeople

Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…

Oct 29, 2019 06:00am

By Jody Seivert

Under Achieve, Action plan, Build Habits, Closing, Coaching, communication, Consistancy, managers, Opportunities, relationships, Results, Retail, sales, Sales Coaches, Sales Managers, selling, showroom, strategy, success & Uncategorized

2 min read

Oct 15, 2019 06:00am

By Jody Seivert

Under Action plan, Build Habits, Clarity, Closing, Coaching, Discovery Questions, Interactions, Opportunities, Sales Coaches, Sales Managers & Uncategorized

2 min read

Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added

17. Only 13% of customers believe sales reps understand their needs

Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.

Salespeople

It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…

Oct 15, 2019 06:00am

By Jody Seivert

Under Action plan, Build Habits, Clarity, Closing, Coaching, Discovery Questions, Interactions, Opportunities, Sales Coaches, Sales Managers & Uncategorized

2 min read

Oct 11, 2019 06:08am

By Jody Seivert

Under Closing, connecting, Consistancy, consistency, Designers, Goals, Interactions, Opportunities, Prospects, Results, Retail, Sales Managers, selling, showroom & Uncategorized

1 min read

Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16. Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…

Oct 11, 2019 06:08am

By Jody Seivert

Under Closing, connecting, Consistancy, consistency, Designers, Goals, Interactions, Opportunities, Prospects, Results, Retail, Sales Managers, selling, showroom & Uncategorized

1 min read

Sep 10, 2019 06:00am

By Jody Seivert

Under #FillTheWell, #JodySays, Build Habits, Coaching, Commitment, Goals, Sales Coaches, Sales Managers, showroom, team & Uncategorized

1 min read

Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

#14 Continuous sales training = 50% higher net sales per employee

Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.

Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…

Sep 10, 2019 06:00am

By Jody Seivert

Under #FillTheWell, #JodySays, Build Habits, Coaching, Commitment, Goals, Sales Coaches, Sales Managers, showroom, team & Uncategorized

1 min read

Blog

Sales Managers

Process…plus….

Priorities…plus….

This Equals That....

Q2 2021

Ch-ch-ch-changin’

Virtual Selling

Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

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