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Walter Rogers
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The highly successful sales professional is able to adapt and grow in any market environment precisely because they aren’t satisfied with their present level of competency. Instead, they constantly ask themselves two questions: 1) what do I need to learn that I don’t know now, and 2) what do I... Continue reading
Posted Jul 17, 2014 at Blog
If you want to build trust and credibility with your customers, and hold on to them for life, follow these 10 important tips: 1. Avoid selling a solution that isn’t in the customer’s best interest. Sometimes you just don’t have the right solution at the right price. If that is... Continue reading
Posted Jul 7, 2014 at Blog
Sales reps typically want to go straight to the decision maker. However, in most organizations, the decision maker is supported by a network of team members who can also influence the outcome of the deal. As a result, developing skills to deepen trust with everyone in the customer organization is... Continue reading
Posted May 29, 2014 at Blog
According to legendary New York Yankees catcher Yogi Berra, “90% of baseball is mental. The other half is physical.” Clearly, Yogi – despite his fractured math – could have also been a legendary sales professional if he wanted to be, because that is exactly the same formula that highly successful... Continue reading
Posted Jan 30, 2014 at Blog
In a world crowded with "me too" solutions, the final differentiator is often the effectiveness of your sellers. At CloudCoaching International, we dedicate a lot of research time to Sales Mastery. Our Partner, CSO Insights, conducted a recent study of 797 firms, and revealed two startling statistics: The odds of... Continue reading
Posted Oct 14, 2013 at Blog
For highly successful sales professionals, territory management is not a buzz phrase used in sales meetings; it's a focused planning tool that defines what accounts they will pursue, and when and how they will pursue them. They never waste time on activities that don’t produce immediate, measurable results. At CloudCoaching... Continue reading
Posted Aug 19, 2013 at Blog
If you have heard it once, you have heard it a hundred times, “I really like your product, but the price is just a little out of my budget. Can you drop the price by 20 percent?” Because sales professionals get this request so often, they assume that the most... Continue reading
Posted Aug 13, 2013 at Blog
Too often, sales reps want to “cut to the chase” by going straight to the decision maker and making their pitch. However, in most organizations these days, the decision maker is connected to and supported by a network of team members, many of whom can influence the outcome of the... Continue reading
Posted Jul 31, 2013 at Blog
“Any customer can have a car painted any color that he wants, so long as it is black.” This famous quote by Henry Ford reveals his strategy for mass producing the Model T and launching the great industrial juggernaut of the early 20th century. For almost 100 years, this attitude... Continue reading
Posted Jul 22, 2013 at Blog
Experienced sales professionals already know that asking questions is the best way to uncover customer needs. However, you can be good at asking questions and still never be highly successful, and here is why: A lot of sales professionals only ask questions so they can steer the customer to the... Continue reading
Posted Jul 16, 2013 at Blog
Top sales professionals know that the difference between good and great performance requires thinking about how to close a deal versus how to serve the customer. If you aspire to sales greatness, apply these four best practices that will drive you to new levels of success. 1. Stop asking yourself... Continue reading
Posted Jul 12, 2013 at Blog
Unfortunately, CRM systems are too often conceived and implemented with little or no consideration given to how sales reps will use them, much less how they could be configured to deliver the kind of value that would encourage reps to use them. We have identified four reasons sales reps are... Continue reading
Posted May 23, 2013 at Blog
Most sales managers rely on two key tools to monitor sales rep productivity: pipeline and forecasting. However, highly effective sales managers understand that there is a difference between the two. Forecasting is focused on later stage deals – the ones that are far enough along that you can begin to... Continue reading
Posted May 6, 2013 at Blog
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Oct 4, 2012