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In this installment of “Back to the Basics,” I want to share with you one of my absolute favorite features of Google Analytics: Advanced Segments. (I realize the irony in spotlighting a feature that uses the word “advanced” in a segment called “back to the basics” - just roll with me here).

The national sales closing rate is around 27% - WOW. When you think about all the time and money spent meeting with prospects, studying the prospect’s situation and developing proposals, to only convert slightly more than 1 out of 4 is a problem. Clearly, most salespeople aren’t adept in their closing skills.

Clearly one of the most challenging elements of sales is getting in front of qualified leads. A great salesperson with terrific selling skills won’t succeed without a steady diet of qualified prospects with whom to speak. One of the most often overlooked lead generation opportunities is your existing customers, and this article is about how to systematically identify qualified leads from your current customer base.

How can you get your buyer to tell you his biggest challenges and greatest fears? That’s the topic of this article. Asking good questions and actively listening to the buyer are very important activities, yet they are among the most difficult selling skills to master. Add on the importance of rapport building in any formal sales meeting, and you have two major challenges to overcome in your quest to get your buyer to be open and forthright.

I've written before about the question, "are elite salespeople made or born?". After nearly 10 years as an entrepreneur and B2B salesperson, I am convinced they are born. When I talk about "elite" I am referring to the top 20% in their respective fields. A better way to ask the question may be this...

Ask any B2B sales professional this question – “Would you rather land one $50,000 sale or 10 $5,000 sales?” and most would choose the big one. The bigger the sales opportunity, the more prepared and dedicated you need to be. Closing a big sale requires an organized sales process. So, once you identify the big opportunity and determine why your products and services are a good fit, we recommend the following 10-step approach to close the deal.

The ongoing debate about whether elite salespeople are made or born always seems to result in a “yes” conclusion. Experts agree there’s a natural aptitude for sales that some people have in their DNA – that’s the “born” side of the equation and one of the five critical factors.

Impact 100, a group of 100 women in the Richmond, VA area who came together to make a difference in our community, has granted the YWCA of Richmond $100,000 to strengthen the care and support they provide women in our community.

Listening skills are valuable salesperson traits according to buyers in a recent survey on selling skills. When buyers were asked about the most valued traits in a salesperson, 80% selected “actively listens to me.” If you’re a good listener, you’ve got an important skill to be an elite salesperson.

I am proud to announce that friend, long-time customer and President of ILM Corporation, Jason Cohen, has been named the Virginia Small Business Person of the Year for 2013.