Email is a great way to initiate contact for a potential sale. Skip Miller discusses some tips to get them most out of emailing potential clients.
»
More
Skip Miller 
Skip Miller is President/Founder of M3 Learning, a Sales and Sales Management company, and founder of the Advanced Sales School.Mr. Miller and his team have provided sales and sales management training to hundreds of companies worldwide. M3 Learning is designed to "make a salesperson effective on each sales call." Being proactive uniquely focuses on the control of the sales cycle and the tactics of selling. The tailored seminars concentrate on making the salesperson more competent, not on managing the account better. Mr. Miller has authored the sales programs: Perceptual Selling, ProActive Sales Management, ProActive Sales Strategies, How to Hire the Right Salesperson the First Time, Negotiate!, Present!, and Value!. He has published two books named ProActive Sales Management (AMACOM), and ProActive Selling.
Category: Sales, Sales Management
Web Sites:
www.m3learning.com
www.m3learning.com
Interviews with Skip Miller»See all
What are you doing to support your top sales people? Skip Miller joins Jim Blasingame to discuss some of the things you can and should do to make sure your sales horses are the most effective and motivated.
Prospect as high in the organization as you can. Skip Miller joins Jim Blasingame to reveal why its always best to approach a new prospect as high in the organization as possible and talk about ideas and vision, not features and benefits.
Why do sales organizations waste so much of January? Skip Miller joins Jim Blasingame to talk about the fact that the best way to have a good year is to get started selling early in January.
Books by Skip Miller
For salespeople, prospecting is as important as it is difficult. For some, it's downright terrifying -- especially the cold calling. Knock Your Socks Off Prospecting shares the hard-won, in-the-trenches prospecting and cold-calling secrets of the most successful salespeople -- in the trademark, fun style of the best-selling Knock Your Socks Off series. This practical book gives sales people renewed energy for a critical (yet often dreaded) phase of the sales cycle. Knock Your Socks Off Prospecting shows how to approach prospecting more positively and productively, and how to maximize return on prospecting efforts. Salespeople will gain priceless insight on improving communications, identifying prospects, maximizing their time (the "Powerhour" approach), networking, and more. Destined to be another Knock Your Socks Off classic, this book reveals techniques that will make any sales professional's efforts more enjoyable -- and much more profitable.
» more info
A great hands-on book on learning how to take charge of the sale, ProActive Selling teaches salespeople to add value for customers by leading them through the buying process and educating them about the value the product or service may bring. Among the lessons for salespeople: how to initiate interest, how to educate consumers and move beyond PowerPoint presentations followed by question-and-answer sessions, and what questions to ask in the final, qualifying stages of the sale. Salespeople benefit when the focus is on how people buy—not on how they themselves sell. This book offers high-level strategies in a step-by-step format. Call high & stay high, Double the number of prospect calls returned, Position yourself confidently with senior executives, Set performance targets for every sales call, Eliminate the maybes in your sales funnel, Handle customers who won't commit, And much, much more!
» more info
Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. ProActive Sales Management, the #1 best selling book on sales management for over three years, gives you everything you need to create a team of sales superstars. It teaches a proven method for managing sales processes and salespeople. Learn what 99 out of 100 sales managers don't know that causes them to fail. And discover specific, field-tested techniques that will enable you to reach new heights in sales performance. You'll amaze the management team and maybe, finally, get the recognition you've been seeking.
» more info
