Why Having a Good Relationship With Your Credit Department is Essential in Sales
There are a great many internal relationships which you should build and improve upon when working sales. While all of them are important, I want to explain why focusing on building a relationship with your credit department can be of huge consequence to your sales performance.
The automation of the credit approval process will lead many [...]
Cross-selling in Professional Service Firms
In professional service firms, some of the greatest opportunities for growth lie in the area of cross-selling. For example, a consulting firm selling their technology services to a client of their business advisory services, or a law firm selling their employment law services to a client of their intellectual property offering.
The theory is that deep [...]
Teams start at the top – Executive encouragement of building rapport with your co-workers
This might seem like a digression from my constant tying of the topic to the Sales Evangelist. Well, some advice is universal no matter how you sell, who you sell to, and how old your company may be.
It is definite that the more you ostracize your co-workers, especially those in other vital departments, the steeper [...]
Selling Begins At Home
I remember one of my favourite questions while interviewing new candidates for a sales position was:
Tell me about a time when you have to convince someone in product development, or marketing or credit, that something needed to be done for a client that was out of the ordinary but important to close the opportunity”
The answer [...]
It Takes a Village…to Sell!
It makes sense to me that we could legitimately transfer the overarching concept of the book to a business application: It takes more than just a sales person to sell successfully.
Success Depends on Your Perspective
Jared comes to me with a look on his face that is half perplexity, half anger and all irritation. He has just had a run-in with a department head within our organization.
“You’ve got to have a talk with her, Tim” he says between clenched teeth.
“What would you like me to talk with her about,” I [...]
How Understanding Company Psychology Will Lessen Internal Conflict
Us humans are social creatures that actively seek belonging to a group and identifying with common ideas. Scientists explain that this as a product of our evolution from tribalism where being a part of a tribal community and cooperation within the group meant a greater control over territory, resources and food.
I remember watching a programme [...]
