The 10 Most Important “To-Do’s” of Any Successful Salesperson
By Jeff Hardesty, Developer of the X2 Sales System
Here are 10 Sales Performance Steps to Routine Revenue Read the rest of this entry »
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ROI Based Marketing and Sales Strategy
By Glenn Clowney
If you are not sure that you need an ROI based marketing and sales strategy, think about the following for a few minutes:
• 81% of buyers expect vendors to quantify the business value of their product or service, meaning 60% more projects are likely to be approved (Information Week).
• According to an Ernst & Young study, only 2% of the buyers say vendors are exceeding their expectations for ROI justification during the sales cycle. This means 98% of the time sales professionals miss an opportunity to win the deal. Read the rest of this entry »
What’s the Objective of Your 1st Sales Appointment?
By Jeff Hardesty; Developer of the X2 Sales System
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard. Read the rest of this entry »
Sales Prospecting and a Targeted Selection Process; Who Are You Calling On and Why?
By Jeff Hardesty; Developer of the X2 Sales System
What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
It can be as simple as choosing an industry, picking a company name out of the yellow pages, understanding the appropriate level of contact to call on, and investigating a name that goes with the title.ÂÂ
How to Recognize Your ‘True’ Sales Performance Competencies
By Jeff Hardesty; Developer of the X2 Sales system
“Run your Numbers…don’t chase after Quotaâ€Â
Let’s first define what we mean by a “core competency.â€Â We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success. Read the rest of this entry »
5 Keys to Building a Dynamic Self-Management System
By Jeff Hardesty; Developer of the X2 Sales System
Can you diagnose your business on a ‘Single Sheet’ of paper? Here’s why the best sales reps and sales managers can… Read the rest of this entry »