About Kevin Davis

Kevin F. Davis is the author of “The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top.”

Secret to Writing Proposals

What’s the secret to writing proposals and presentations that will stand out from your competitors? Provide clear descriptions of the prospect’s problems, challenges, or opportunities you’ve seen (using the customer’s language) and link your differentiating capabilities to the specific needs of that prospect. Do not simply provide generic statements of benefits.

By | 2011-02-28T00:25:57+00:00 February 28th, 2011|Sales Leadership Blog|0 Comments

Sales Training Approach

Most salespeople include in their approach sales call a “benefit statement”. This is two or three generic customer benefits that attempt to create interest so the prospect agrees to an initial appointment. But the vast majority of prospects you call are either in the Change or Discontent steps when you call them.

They may or may […]

By | 2011-02-22T00:25:13+00:00 February 22nd, 2011|Sales Leadership Blog|0 Comments

Sales Training for Peak Performers

Are your peak performers as committed to your company today as they were 18 months ago when the job market was much more difficult? Recent research found that today’s peak performers are twice as likely to have plans to quit and move on than they were in 2008.

So, take time to check in with your […]

By | 2017-06-01T11:00:16+00:00 February 15th, 2011|Sales Leadership Blog|0 Comments