Comments on: Why Your Professional Selling Skills Don’t Matter http://salesmarks.com/archives/high-activity-selling-skills/ Resources for Sales and Small Business Wed, 07 Mar 2012 18:10:36 +0000 hourly 1 By: Daniel Jones http://salesmarks.com/archives/high-activity-selling-skills/comment-page-1/#comment-1999 Daniel Jones Mon, 15 Mar 2010 23:11:49 +0000 http://www.salesteamtools.com/?p=12#comment-1999 I came up through the ranks of high-activity selling but now find myself selling something with a target market that is much smaller. Simply posting high activity numbers is not taking me where I want to go. What does one metric when strategic activity (I'm not sure I can even define that...I saw it in "Selling is Dead") is much more important than high activity? For instance I think I may have found an excellent contact within a F-100 company and there is a lot of information including videos of him online. I'm used to calling on someone like him and getting good results but I find that my time is often well spent getting to know him as best I can before picking up the phone and starting a conversation. Can you suggest metrics by which I can judge myself? It seems to make much more sense to get a couple of really great opportunities started each month than to just pound out calls to try and trip across someone who is interested. I work in a smallish company and my boss is the CEO. He is a great guy and an awesome boss but sales is not really his area so he's not a resource. I would still like to metric my performance for myself. Any ideas including print resources you could point me to would be appreciated. I came up through the ranks of high-activity selling but now find myself selling something with a target market that is much smaller. Simply posting high activity numbers is not taking me where I want to go. What does one metric when strategic activity (I’m not sure I can even define that…I saw it in “Selling is Dead”) is much more important than high activity?

For instance I think I may have found an excellent contact within a F-100 company and there is a lot of information including videos of him online. I’m used to calling on someone like him and getting good results but I find that my time is often well spent getting to know him as best I can before picking up the phone and starting a conversation.

Can you suggest metrics by which I can judge myself? It seems to make much more sense to get a couple of really great opportunities started each month than to just pound out calls to try and trip across someone who is interested. I work in a smallish company and my boss is the CEO. He is a great guy and an awesome boss but sales is not really his area so he’s not a resource.

I would still like to metric my performance for myself.

Any ideas including print resources you could point me to would be appreciated.

]]> By: SalesTeamTools.com » How to organize a sales blitz http://salesmarks.com/archives/high-activity-selling-skills/comment-page-1/#comment-372 SalesTeamTools.com » How to organize a sales blitz Fri, 23 Jun 2006 22:09:12 +0000 http://www.salesteamtools.com/?p=12#comment-372 [...] Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers. [...] [...] Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) that conduct sales blitzes to generate a wave of fresh leads for their new business developers. [...]

]]> By: SalesTeamTools.com » Past posts at SalesTeamTools.com http://salesmarks.com/archives/high-activity-selling-skills/comment-page-1/#comment-371 SalesTeamTools.com » Past posts at SalesTeamTools.com Fri, 21 Apr 2006 18:44:26 +0000 http://www.salesteamtools.com/?p=12#comment-371 [...] So…I thought I’d add a link to a handful of posts for newcomers that give you a better flavor for the type of content we like to add here, that have also proven popular, judging by page views, by haven’t quite cracked the Top 10. High Activity SellingSetting appointments, part 110 minutes better spentQualifying prospectsBuilding rapport10 account management fundamentalsThe Sales Process 2.0The one closing technique you need to know11 bad behaviors of salespeople11 ways we deny ourselves of successLocked in [...] [...] So…I thought I’d add a link to a handful of posts for newcomers that give you a better flavor for the type of content we like to add here, that have also proven popular, judging by page views, by haven’t quite cracked the Top 10. High Activity SellingSetting appointments, part 110 minutes better spentQualifying prospectsBuilding rapport10 account management fundamentalsThe Sales Process 2.0The one closing technique you need to know11 bad behaviors of salespeople11 ways we deny ourselves of successLocked in [...]

]]> By: Brandon http://salesmarks.com/archives/high-activity-selling-skills/comment-page-1/#comment-370 Brandon Sat, 05 Nov 2005 00:42:10 +0000 http://www.salesteamtools.com/?p=12#comment-370 Great question, Greg. What industry are you most interested in, or what industry are you in now? Check back to the site, I'll add a blog post on that in the very near future too... Great question, Greg. What industry are you most interested in, or what industry are you in now?

Check back to the site, I’ll add a blog post on that in the very near future too…

]]> By: Greg http://salesmarks.com/archives/high-activity-selling-skills/comment-page-1/#comment-369 Greg Fri, 04 Nov 2005 22:04:20 +0000 http://www.salesteamtools.com/?p=12#comment-369 What are some common closing ratios across industry? What are some common closing ratios across industry?

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