Susan Enns
B Comm (Hons)
Free
Business to Business (B2B) Sales & Sales Management Training Expert
Susan Enns Quick Facts
- Main Areas
- B2B Sales and Sales Management
- Best Sellers
- Action Plan for Sales Success & Action Plan for Sales Management Success
- Career Focus
- Author and Trainer
- Affiliation
- B2B Sales Connections, Sales Professionals of Ottawa
Susan A. Enns is managing partner of B2B Sales Connections, the specialized job board, free resume listing service and sales training website for business to business sales professionals. She has a proven track record of success, with over 22 years of direct sales, management and executive level business to business experience. Her accomplishments include being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization.
She has written the downloadable e-courses “Action Plan For Sales Success” and “Action Plan For Sales Management Success”, created numerous automated sales tools, and she writes and edits the company’s newsletter, AIM HIGHER. Participating on the Leadership Executive of the Sales Professionals of Ottawa since 2008, she is currently the association's President.
For more information, please visit http://www.b2bsalesconnections.com.
Free Articles & Book Excerpts
Susan Enns Books
Action Plan for Sales Success - Not just what to do, but how to do it!
http://www.b2bsalesconnections.com/action_plan_for_sales_success.php
Action Plan for Sales Management Success - Not just what to do, but how to do it!
http://www.b2bsalesconnections.com/action_plan_for_sales_management_success.php
Daily Motivational Quotes - If misery loves company, then motivation breeds success!
http://www.b2bsalesconnections.com/daily_motivational_quotes.php
B2B Sales & Sales Management Coaching Services
http://www.b2bsalesconnections.com/coaching_services.php
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
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 future, it was not the right time in the buying cycle to start the sales process. The branch manager asked each sales rep to call back on the same specified date in the future. Of the 7, only 2 sales reps called back. Only 2! Although this may sound unbelievable, it is more often the rule than the exception.
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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 of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting.
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What You Must Do Immediately When An Employee Leaves Your Company
I have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was how long has So-and-So been gone, and more importantly, how long have emails from his customers been going unanswered.
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Article
How To Choose A Sales Training Program
Whether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before buying it. All courses are not created equal and a high price tag does not necessarily guarantee results. Do You Really Need Sales Training? The first decision you need to make in choosing a sales training program is whether you even need sales training in the first place.
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Stop Losing Your Customer's Trust
It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you fulfill a commitment, you build trust. Every time you break a commitment, however, you lose trust. In fact, you do more damage than if you never made the promise in the first place.
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Why Will Your Prospect Buy Today
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is.
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Article
How Do You Know When It's Time To Search For New Employment?
There comes a time when many of us evaluate the past and look forward to a better future. For some, that means the question arises as to whether they should make a career change and start looking for a new postion. Should you move to greener pastures with a new employer? After all, we spend far too many hours at work not to be happy in what we do. On the other hand, changing positions is risky as you really don’t know what you would be getting into. The devil you know is better than the devil you don’t, as they say..
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Article
My Perception Is Your Reality
Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? Whatever answer came to your mind is the correct answer, but it is only the correct answer for you. Fashion models may see these products as cosmetic applicators, whereas parents may see them as ear cleaners for their children.
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Just Making More Calls Doesn't Guarantee Sales Success
Do you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe that being busy is the same as being effective. You can be successful in sales and not have to work 24 hours a day. It may be an old cliché, but you just need to learn to work smarter, not harder.
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Why Most Sales and Sales Management Training Courses Fail
If you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why Most Sales Training Programs Are A Waste of Money
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Article
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 that I am doing my prospecting calls.” Believe me when I tell you that your sales manager already knows if you are making your calls or not, regardless of whether or not you are submitting a sales report.
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Article
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 installation within 24 hours, the customer now expects it. Why? Because you told them to! It’s been said many times that prospects must feel they can trust you before they will buy from you. But what does “trust you” really mean? It’s simple really.
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Websites & resources
SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.
Website
B2B Sales Connections
Niche job board, free resume listing service, and sales training website for business to business sales professionals. A better career course, a better candidate source, a better sales training resource!
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Website
A Sales Compass - A Blog by B2B Sales Connections
A Sales Compass is a blog where business to business sales professionals can network. Here you will find motivation, share sales tips, improve your sales and sales management skills, and find valuable sales job search advice. Together, we can all unlock our sales potential.
February 10, 2012
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Auotmated Sales Tools That Free Time To Spend on Selling