Nov 18 2009
Blogroll
Visit these blogs from other sales experts.
- 4 Targeting Tips to Improve Your Prospecting17 March 2010, 10:29 pm
Dirty databases kill morale. It’s so difficult to reach decision makers these days. More than ever, sales success is dependent on our ability to be more efficient. If you are like most sales people, you are working through a combination of various leads lists and, those who are wise, are managing their most targeted contacts in a CRM. Most sales roles require high activity to achieve quota, and so we get wrapped up in call, call, call... persist, persist, persist. Ironically, the very thi... - The “Yes” That Can Build or Break the Spirit14 March 2010, 7:26 pm
When I get home from work, my biggest challenge is "turning work off." I have a tendency to walk in the door... give my wife and my girls their hugs and kisses... get something quick to eat... and then go straight to the computer. The most important thing to remember is that I have a short window of opportunity... and it has nothing to do with work.... - Overcoming Price Objections10 March 2010, 11:13 pm
I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals. It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects pain, need, and/or their perception of your brand/reputation. First, let’s look at the three key indicators that determine how much of a factor price will play in any give... - Is the Sales Profession Dying?7 March 2010, 10:49 pm
Is the Sales Profession Dying? No... You are just listening to the wrong people! I recently attended a sales and marketing conference. During one presentation, the focus turned to “Closing Techniques.” The presenter shared word-for-word scripts that would lead the prospect to “YES!” Inevitably, someone in the back raised their hand and said, “That type of approach would put me off,” to which the speaker responded, “It’s a little edgy. You don’t have to use it if you don... - Getting Back to Basics vs. Outdated Sales Tactics?3 March 2010, 2:39 pm
There are those who say the old school style of selling is dead, "The way we sell has changed." Then there are those who remind us to "get back to basics." You could say that both view points are valid... but how do you know when the basics are still the basics, or if you are......
- Have You Forgotten How To Listen?16 March 2010, 5:49 pm
We’re sorry, we’ve decided to go with someone else. Aargh. The worst words any professional wants to hear. You did a great job, it’s just we decided to go with a training solution rather than the coaching you proposed. But hang on, I do training. In fact I’m great at it. Let me tell you about the training [...]Have You Forgotten How To Listen? is a post from: Get Clients... - How To Get More Referrals Part 2: A Get Clients Video Tip8 March 2010, 5:46 pm
In the first Get Clients Video Tip I highlighted the importance of understanding what criteria potential referral partners will use before deciding to refer you. In this tip I explain how you can address those criteria to ensure you get a strong referral. Drop me a comment if you found the video useful. A number of the [...]How To Get More Referrals Part 2: A Get Clients Video Tip is a post from: Get Clients... - Linkedin Funnies5 March 2010, 12:05 pm
Sparked by reading a colleague’s rather amusing recommendation on Linkedin, I’ve decided to start collecting “Linkedin Funnies”. If you spot something funny on Linkedin – either in a profile or recommendation or wherever – then please leave a comment on this post. Here are the funnies I’ve found so far: The first recommendation, to my mind, is [...]Linkedin Funnies is a post from: Get Clients... - Are Traditional Websites Dead?4 March 2010, 4:47 pm
I recently recorded a podcast interview with Raintoday.com entitled “Is the Traditional Website Dead?” (You can listen to it free here). The focus was specifically on websites for professional service firms – and reflected my experience with the success of my own site over the last 9 months. Despite being a rather small outfit (and determined [...]Are Traditional Websites Dead? is a post from: Get Clients... - Help Me Improve the Get Clients Blog!28 February 2010, 12:19 pm
I’m currently in the process of making some big changes to my business. I’m planning to do a lot more online in the future. Over half the readership of this blog and my newsletter is based outside the UK and I get frequent requests about whether I can do more that’s accessible without having to [...]Help Me Improve the Get Clients Blog! is a post from: Get Clients...
- Sales As A Spiritual Practice19 March 2010, 8:13 am
The sales profession focuses on placing product. While some would disagree and claim it’s based on ‘meeting a buyer’s needs’, it comes down to the same thing: how to get a product placed. And, after being in every aspect of the field since the 70s, it seems to me that placing product, or understanding needs, [...]... - The Paralympics18 March 2010, 8:05 am
I’m sitting here in Whistler, BC, taking a day off from being a Mom and a booster parent to my son George who is a Paralympic skier. I now have a few moments to reflect on all that has happened over the past few days. Firstly, I am deeply humbled by the courage and fortitude that [...]... - Whistler.com is a horrific travel service16 March 2010, 9:49 am
I call Tuesdays my Cranky Tuesday blogs. After all, it’s my blog and I can write whatever I want. And today I want to complain about a travel service that does not serve their clients. This week I came up to Whistler, BC, to attend the Paralympics to root for my son who is a paralympian. [...]... - The Job of Sales Must Expand15 March 2010, 8:30 am
Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us. Now, with technology, we have even more capability to offer product data and find our what’s happening with the buyer. The internet, e-marketing, webinars, websites, are offering [...]... - A buying decision is based on more than need.12 March 2010, 7:07 am
Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution. That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that [...]...
