by Steve Knapp | Apr 23, 2019 | Sales Execution
“I do believe the modern sales leader has to be a marketer.” – Matt Gorniak The last few articles in my blog have looked more closely into sales and marketing alignment, what it is, why it matters and how to get it. Today’s blog post is delving more deeper into your...
by Steve Knapp | Feb 24, 2019 | Sales Execution
Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...
by Steve Knapp | Feb 18, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...
by Steve Knapp | Feb 10, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...
by Steve Knapp | Feb 4, 2019 | Sales Execution
How many questions is the optimal number of questions to ask a prospect when calling them? 1-6 7-10 11-14 15-18 Why does this matter? Whose benefit is it for? What can I do with this information? Structuring your planning so that your sales calls reach a set...
by Steve Knapp | Jan 30, 2019 | Business Strategy, Sales Execution
January is over already….where did that go? Are you looking back and thinking “wow what have I achieved as it seems that I’m only getting started” or are you fully into it, measuring your performance against your business goals and laying down solid foundations for...
