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By Marguerite Zimmerman

Why advanced communication skills are a must in sales

It goes without saying the business of sales is changing. Digital technology, AI, and machine learning are impacting the sales landscape. Some sales functions or roles are definitely being replaced by technology and that trend will continue.

By Marguerite Zimmerman

Building your sales representatives courage and confidence

Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:

  1. The objectives for the sales call exactly as the rep would communicate them to the prospect or customer
  2. The way in which the rep plans to gain agreement or ask for input on the objectives for the call
  3. For internal/planning purposes – the rep’s

By Marguerite Zimmerman

Why sales performance goals can be costly

So why would a leader discourage curiosity in a business or a sales force, when both employees and leaders know it is so important?

Are you curious to know why?

Shocking as it is, leaders discourage curiosity in a business or a sales force, when both employees and leaders know it is important

Turns out according to research by Francesca Gina, a professor at Harvard Business School (HBR Journal September-October

By Marguerite Zimmerman

How to become curious and increase your sales results

Fear

Fear plays a big role in why we don’t ask enough questions or the right questions

Over the last couple of years, I’ve noticed a reluctance amongst sales people to ask questions that are provocative Provocative questions are essential when helping a prospect or customer to consider change, yet some sales representatives are uncomfortable asking these questions Why is this?

After discussing it with a few Momentium coaches, we

By Marguerite Zimmerman

Powerful Questions

Abraham Maslow said in 1966: “I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail.”

My observations when working with sales teams is that they know they need to ask questions, yet they have rarely thought a lot about their questions. While they may use some open-ended questions, most of their questions aim at getting information about the current state of the prospect. Without realizing it they have one tool and they are treating every question like a nail.

The outcome is simply this – few of the questions are powerful.

By Marguerite Zimmerman

Powerful questions increase conversion rates

Landing great questions takes some practice

Anyone in a role where influencing matters most of the time or some of the time can drastically improve their communication effectiveness through improved question asking skills

Being in the business of sales and sales development, my role over the years has required that I wear many hats During a typical week I often wear the hat of sales leader, salesperson, trainer, coach,

By Marguerite Zimmerman

Why I see training as the key ingredient to organic growth

No matter what your organic growth strategy is, having well-trained talent to support that strategy is a key ingredient.
Recently, I read a Harvard Article, How We Made our Sales Training More Effective by Making it Harder by Jeff Winters, it made me chuckle. So many companies view training as simply a box they need to check. It looks good if I give my team some training, or I’m expected to give them training, etc. Consequently, companies typically chose training that is easy for everyone involved.

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Coaching on effective communication
How advanced communication skills impact productivity
Why advanced communication skills are a must in sales
Building your sales representatives courage and confidence
Why sales performance goals can be costly
How to become curious and increase your sales results
Increase your conversion rates through improved question asking skills.
Powerful Questions
Powerful questions increase conversion rates
Why I see training as the key ingredient to organic growth