Question – Product Presentations

My sales team makes numerous product presentations every month, but less than 15 per cent of them actually result in a valid opportunity in our sales pipeline. The presentation content is mostly very good and whilst our presentation skills could do with some sharpening up, they are not that bad. What do you think could be happening here?

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Question – Prospect Conflicts

One of my colleagues has a habit of “accidentally” calling on companies who are on my prospect list and who I am actively pursuing. The prospect list is available to all Sales Executives on our intranet site and despite this it has happened three times involving three different prospect accounts. What should I do?

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Question – Expanding Opportunities

What do you do when your primary contact in a large account is friendly and co-operative but you never make any real headway in terms of new or additional opportunities?

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Question – Dealing with a Sales Manager

One of the things causing me real frustration is my Sales Manager monopolising sales calls when we go out on calls together. The intent is supposed to be that these are coaching and mentoring calls; but five minutes into the call my Sales Manager is doing all the talking and I’m lucky if I can get a word in. Not only is this annoying, but I am not confident to raise this as a point of discussion because I have no idea how my Sales Manager will respond. Any ideas will be appreciated?

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Question – Sales Call Time Allocation

I know this might seem a pretty basic question, Sales Doctor, but I am keen to know how much time I should allow for an effective but efficient sales call?

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