A Blog (short for web log) provides commentary or news on a particular subject such as food, politics, or local news. A blog can be private, as in most cases, or it can be for business purposes. Blogs, either used internally to enhance the communication and culture in a corporation or externally for marketing, branding or PR purposes are called corporate blogs. The ability for readers to leave comments in an interactive format is an important part of many blogs.
Several blog search engines are used to search blog contents (also …

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take care of it. This is a trigger event.
If we transfer this to a business environment, you will understand what trigger events means for any existing business. A trigger is a need to buy, an event …

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

In my previous article I was talking how If you live by price – you will die by price.
Let’s talk further about how to close the deal without discounting.
If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal in achieving more goals for your prospects, not just to save money, because every other salesperson will say exactly the same.
Customer …

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part of your expertise.
Consequently, through unorganized, hit-or-miss methods, his cost of selling is high simply because his methods are not as efficient as they should be.
This does not mean you shouldn’t use …

This is one of those videos, that makes you think.

Years it took to reach a market audience of 50 million:

Radio — 38 years
TV — 13 years
Internet — 4 years
iPod — 3 years
Facebook — 2 years

It is estimated that a week’s worth of the New York Times contains more information than a person was likely to come across in a lifetime in the 18th century (I’ve used this info in my book “Trigger events” in 2007!)
There are 31 Billion searches on Google every month. In 2006, this number was 2.7 Billion. …

Sales tip #56:
You are not born knowing how to walk. But you had to, one step at a time, to make the first step. After each attempt and all of your hard work, each step turned into a learned skill where you were able to finally walk.
It is the same in sales – you have to put the efforts in motion and start learning about new sales tools available to you. There is something you simply have to start doing that your competition is not doing and that is learning …

Tomorrow, April 2nd, I am holding a webinar and there are only few more spots available. Title is: Find Buyers Who Are Ready to Buy…Now!
Learn to Identify the Trigger Events
That Motivate Prospects to Buy
“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The …

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now!
Learn to Identify the Trigger Events
That Motivate Prospects to Buy
“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy …

There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.
Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold …