Lunch w/ the Sales Machine

Lunch w/ the Sales Machine:by Kyle Porter
If you are a sales rep who cares about improvement, you probably already know of Geoffrey James. Many may remember him as the Sales Machine on CBS. Geoffrey is now a sales writer for INC and has been writing on the topic of sales for well over a decade.
We wrote our favorite 19 Sales Machine one-liners a few months ago.
Today my colleague and I had the opportunity to sit down and have lunch with him. Geoffrey gets hundreds of thousands of readers and we wanted to know some of trends that are on his mind today.
Here are three things that the Sales Machine wants you to know:

1. Many managers are still too focused on the # cold calls their reps make. It’s well established that the number of outbound calls is no longer a great measurement of success. Sales reps are getting smarter and smarter on the front lines about how to sell and prospect, using methods other than or in addition to the cold call. Management has to be aware of these methods and keep their team’s inspired on how to grow and improve.
2. You can’t force a buyer into action. As a sales professional, it’s often natural tendency to be agressive and forward but sales is a business of strategic maneuvering, pushing when it’s time to push and falling back when it’s time to fall back. Sales reps need to operate with a level intelligence about their customers.
3. Sales reps should use sales triggers and they should monitor the events which occur with their prospects. This enables them to connect better with prospects and customers and come across more sincere.

For the full dose of Geoffrey James, we recommend you check out more here: http://www.inc.com/author/geoffrey-james