Susan A. Enns

Are Sales And Sales Management Training Courses Really Necessary?

Every year, many organizations invest heavily in sales and sales management training seminars for their staff. Few have realized a return on their investment. So it is any wonder that if you or your sales team already has sales experience, you are ques... Read >

Will Your Sales or Sales Management Training Seminars Succeed? Probably Not. Here's Why!

Many sales professionals, sales managers and corporate executives who have invested in sales and sales management training have been let down with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there wa... Read >

I Don't Have Time To Prospect

"I don't have time to prospect!" There's a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream... Read >

Do You Set The Right Expectations?

Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installati... Read >

Don't Be Your Own Worst Enemy

I participated in a few charity golf tournaments this summer. At each one, I kept hearing the same comments from some of the participants. "I never hit the ball well off the first tee." and "I won't make the putt because I am not a good putter." Intere... Read >

Watch Your Sales Language!

Ever since we were young, we have been taught to watch our language. "Mind your p's and q's, and if you don't have anything nice to say, don't say anything at all." A sales person knocked on my door the other day. The experience served as a reminder t... Read >

To Script Or Not To Script!

Whether it's a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be s... Read >

The Right Place At The Right Time

This is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the ... Read >

Where Do You Prospect

Have you ever been told, "Here's your business cards, there's a street. Now go and bang on some doors."? Or how about, "Here is the phone book, start dialing!" Although these shotgun methods of prospecting may produce results, it really is sheer luck i... Read >

What Is Your Headline?

When people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has cau... Read >

Control Your Sales Time Frame!

Many sales representatives absolutely dread their monthly sales forecasting meetings with their sales manager. Why? Often, it is because they really don't know what is the next step to close the sale. More importantly, they also don't know when that st... Read >

Tracking Your Sales Activities

Chances are, as a job requirement, you must submit a weekly sales report to your sales manager. Some sales representatives, normally those not at quota, perceive these sales reports as a policing action. "The boss is only checking up on me to ensure tha... Read >

What Is Your Goal?

Happy New Year! At this time of year, we tend to look forward and set both personal and professional goals for the year. Take a moment and think back to 2008. Did you reach the goals you set for yourself last year? If not, it's probably because you di... Read >

Do You Always Have To Lower Your Price?

Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower ... Read >

How To Write An Effective B2B Sales Resume

The purpose of your resume is to move you to the next step in the hiring process. Whether that is the initial interview, or to complete personality, compatibility or skills testing, if your resume moves you forward, it was effective. Over the years, I h... Read >