When making a sales call, the best salespeople aim to reach C-level executives and know to avoid the marketing department, writes John Mongillo. "I'm not anti-marketing. I'm anti-wasting time," he writes, urging salespeople to do whatever they can to get a decision maker to sign a deal rather than get passed to marketing.
Sales professionals all have their own unique styles and should develop the traits of their types and stick to them, writes John Mongillo. Understanding who you are and your best personality traits is necessary before you even pick up the phone for your first sales call, he explains.
Salespeople should analyze their successes in order to develop best practices and streamline a process that works, writes John Mongillo. "By having a salesperson analyze his successes, a manager is creating a more entrepreneurial-spirited employee, one who can contribute a great deal to the organization," he writes.
New executives sometimes bring with them a sidekick who seems to add little value to the business and often simply parrots the leader's actions without much original thought. Sometimes these sidekicks have value, but executives should keep their eyes wide open when dealing with one, writes Tim Tolan.