Sales Blog

AI SUMMARY • Summarize this article and recommended tools: ChatGPT ▶ Claude ▶ Grok ▶ Microsoft MapPoint, although not as revolutionary as other mapping tools that came before it, was nevertheless one of the more popular sales mapping tools that was available to outside sales reps at the turn of the millennium. MapPoint used to be one of the best options for planning sales routes and mapping sales territories. However fast forward to today and Microsoft MapPoint is no longer available in the salesworld. Yet, the life of the average field salesperson has dramatically improved. How is that possible?  Read on to find out what…

Part of the magic of working in sales is that salespeople are the masters of their own destinies. Good sales reps don’t need to be micromanaged. That’s good news for any sales manager with a staff of outside salespeople who currently find themselves unable to leave their homes due to the COVID-19 pandemic. Still, it’s a manager’s job to keep the staff motivated and productive. When the days blur together and half of the sales team struggle to drag themselves out of bed in the morning, sales managers should have their work cut out for them. There are steps managers…

Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs.  With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still…

What weird and uncertain times we are in! Especially for field salespeople. The pros who live for the road, popping in on clients, building on relationships, closing deals. Being trapped at home can truly feel like a cruel and unusual punishment. But things are different now. Our world is shifting. It is not business as usual. People are afraid. Afraid of getting sick, losing money in their retirement, not having enough to eat, not being able to pay their mortgage, spending money, etc.      It’s times like these in which even the most committed sales professionals might think: “I…