by Ken Cheo | Oct 25, 2023 | Sales
Building a high performing sales team requires a salesforce design process that provides for clearly defined positions. Step 1 is your sales strategy and includes customer segmentation, product and service offerings for each customer segment and the sales process that...
by Ken Cheo | Oct 18, 2023 | Sales
How Unlocking the Power of Customer Intent Benefits Your Business and Increases Revenue As a business owner, it is impossible to overstate the importance of understanding and acting on customer intent. Customer intent is the underlying cause of every interaction your...
by Ken Cheo | Oct 18, 2023 | Sales
Emotional Intelligence (EI) is the secret sauce that’ll help you close more deals faster. Get the Emotion, Get the Deal Customers buy based on emotion; your job is to read them. Salespeople rarely stick with the conversation to generate the emotional response to...
by Ken Cheo | Oct 14, 2023 | Sales
How do you build trust subtly on a sales call? 5 ways: Strategic Talker, Better Listener… Here’s a secret: listening wins deals. Sure, you’ve got a lot to say. But hold back, and let them do the talking. They’ll see you’re genuinely interested,...
by Ken Cheo | Sep 27, 2023 | Sales
Facing rejection can be tough, but it’s important to remember that a ‘no’ in sales is often not personal. It may simply mean that the timing is not right, the fit isn’t perfect, or the prospect needs more information to make a decision. Thus,...
by Ken Cheo | Sep 27, 2023 | Sales
Sales isn’t just about charisma and a great pitch, it’s a numbers game too. But which stats should you be analyzing? Let’s break it down: Conversion Rate This one’s a no-brainer. How many leads are turning into actual customers? A low...
