[31 Jul 2014 | 6 Comments | ]
Sales Pitfalls: Lack of System and Lack of Head Work

Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. System means success; saving time; carrying out your resolves; having a definite time each morning to start to work, and starting; [...]

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Psychology in Sales, Sales Education, Sales Success, Sales Training »

[24 Jul 2014 | 6 Comments | ]
Sales Pitfalls: Giving Up

Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and [...]

Articles »

[7 Jul 2014 | 2 Comments | ]
Sales Acceleration: Email Tracking and Sales Collateral Analytics Answer the Prospect Engagement Question

B2B selling today has completely changed, notably because customers just don’t need you the way they used to.  Buyer behavior has largely evolved in adaptation to the Internet and as a consequence they are more impatient and more elusive.  With that set of unfavorable qualities, how does a sales person even know if the prospect [...]

Sales Training, Selling Process, Small Business »

[2 Jul 2014 | 2 Comments | ]
10 Ways to Grow Your Business

When people first think of selling, they get an unsatisfactory image of a car salesman. However, selling represents a critical business growth strategy that keeps businesses alive, keeps revenue coming in, and pays bills. So everybody to some extent depends on businesses performing good selling. A customer also needs a reason to buy. He needs [...]

Presentation, Sales Education, Sales Resources, Sales Success, Sales Training, Selling Process »

[9 Jun 2014 | 9 Comments | ]
Salespeople have done more for progress than anyone imagines

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the [...]

Cold Calling, Lead Generation, Prospecting, Sales Education, sales tips, Sales Training »

[20 May 2014 | 3 Comments | ]
Cold Calling: Words to Avoid

If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. If so, you may just be wondering what to avoid when cold calling, and in this article, [...]

Objection Handling, Presentation »

[12 May 2014 | 6 Comments | ]
If you live by price – you will die by price

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

Cold Calling, Lead Generation, Prospecting, Sales Training, Selling For Introverts »

[5 May 2014 | 5 Comments | ]
Cold Calling for Introverts

Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy [...]

Cold Calling, Prospecting »

[1 May 2014 | No Comment | ]
How to Cold Call Canadians

When cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the customs of our indigenous people, and [...]

Cold Calling, Prospecting »

[28 Apr 2014 | No Comment | ]
Cold Calling Works!

Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work [...]