Posts from February 2011

Are Your Sales Presentations Putting Prospects to Sleep?

Keep your prospects engaged, and lead them to the next step.

Imagine you’re a business leader, and you’re considering buying a new technology that could help your business succeed. You log in to the web presentation and, after a few pleasantries, the presenter starts in, “We started in 1978 by John Doe and have grown into the market leader in the space. We provide efficient effective solutions leveraging a unique combination of people, process, and technology to help you achieve results…Here’s a sample list of our clients…Now let me log in to the software. It’s all hosted online so you can login from wherever, whenever you need to…Over here is where you control admin rights of the users…”

Boring. Unfocused. Unhelpful.

At some point comes the time for every sales person to deliver a presentation. For some this may be early on in a demo of your product or capabilities, or to share a new approach to solving a problem. For others it may be later in the sales process as you present your proposed solution. In any case, delivering engaging sales presentations is a key to success.

Why, then, do so many professionals and sales people put prospects to sleep during their presentations?

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Sales Management Mistakes That Lead to Underperforming Sales Teams

By Bob Croston

Do your sales managers know how to coach and motivate your sales people?

Your sales staff is underperforming, but you can't figure out why. You're pretty sure that you've hired the best possible talent, but some days it seems like your sales staff is the gang that can’t shoot straight. Where did you go wrong?

Inconsistency and poor sales performance can be the result of a number of factors:

- Lack of necessary skills and knowledge

- Inefficient pipeline and process design

- Poor use of CRM and other tools

- Inadequate compensation and incentives

And the list goes on…

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