Lots of technologies can help you produce better sales results. What if I could offer you a technology that would double your sales results? What if this technology could, if used, double your personal productivity? What if this technology could double—or triple—your … [Read more...]
Today’s Post at SalesBloggers.com: Go For Yes!
April 29, 2010 By Leave a Comment
Each month I post at Sales Bloggers Union. Today I posted: No Is Easy. Go For Yes. Also read: Getting to No by Tibor Shanto The Nonsense of No and Three Reasons You Need to Own a Paddle Boat Factory by Dan Waldschmidt When Yes Really Means No by Kelley Robertson If … [Read more...]
Five Sales Ideas That Need to Die
April 28, 2010 By 1 Comment
A week ago, Andrew Rudin at Customer Think posted a thought-provoking article titled Seven Sales Topics That Need to Die. And Seven That Need to Be Heard. He was riffing on Amber Naslund’s 9 Social Media Topics That Need to Die. Maybe my piling on turns this into a meme, but I … [Read more...]
How To Open a Sales Call
April 27, 2010 By 9 Comments
There are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the sales call, after you have completed … [Read more...]
10 Essential iPad Apps for Business and Sales
April 26, 2010 By 14 Comments
I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is cumbersome to carry, especially in business meetings and sales calls). I bought … [Read more...]
Why Strategic Opportunity Reviews Fail
April 25, 2010 By Leave a Comment
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your prospect has concerns, can greatly … [Read more...]
5 More Ways to Ensure Your Place in the Bottom 80% of Salespeople
April 24, 2010 By 3 Comments
Here are five more proven ways you can avoid all of the pressure of finding yourself in the top 20% of salespeople. Add these to the original eleven. 12. Treat People Without Titles or Authority Poorly If these people can’t help you get what you want, then they are worthless … [Read more...]
Sales Effectiveness: Autonomy vs. Discipline
April 23, 2010 By 5 Comments
The idea for this post has been on my mind for months but has never made the editorial calendar until yesterday. Yesterday, my friend Jim Keenan wrote a post about his experience with his electric company. I won’t retell the story here; I’ll let Jim tell his story. But … [Read more...]
How To Create Loyal Clients
April 22, 2010 By 2 Comments
Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. You know this as a salesperson because you are winning your competitor’s at-risk clients. Do you want to create loyal clients? Ask yourself these … [Read more...]
The Nurture Toolkit
April 21, 2010 By 3 Comments
The first rule of nurturing your dream clients is to treat them as if they already were your most important clients. Treat them as if helping them to achieve a better business result was already your responsibility. How do you treat your most important clients? Frequent and … [Read more...]
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