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 …

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 …

The problem:
There has been a revolution in everything in our society except in sales. “New” sales books are still talking about the same tips, tricks and techniques that were working in the last century. Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, and management is pushing the same old ideas about cold calling, pipeline volume, and counting every activity (volume vs. relationship).
But selling itself is changing. The whole business environment is more dynamic; your customers …

The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result is bound to be a lot of stumbling afterward.
The importance of the preliminary preparation of the salesperson in knowledge of his products or services has already been emphasized in the preceding posts on this blog. …

My dear colleague Paul McCord has a new post on his blog: The Top 25 Ranked Blogs on Sales and Selling
Here is the list of the top 50 sales blogs on the internet as ranked by BlogRank using 20 different criteria.  Paul has included the Twitter address for each that he could find:
ChangingMinds http://twitter.com/changingminds
Cross-Cultural eMarketer And International Sales Specialist  Cindy King     http://twitter.com/CindyKing
Persuasive.net
Sales Machine Geoffrey James   http://twitter.com/Sales_Machine
B2B Lead Generation Blog Brian Carroll   http://twitter.com/brianjcarroll
Sales Team Tools?
SalesBlogcast – Sales and Leadership Blog Doyle Slaton
Shane Gibsons Sales Podcast and Sales Blog – Sales Training …

You’ve probably heard of my book, “Trigger Events – How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close more sales.
You don’t have time to read the book. You want the important information in that book, and you want it now.
Now there’s a new, better way to absorb the secrets of sales success  from …

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”

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Three main keys of every sale are:

Researching and qualifying your customers
Being in front of them
Being there when they are ready to buy

To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. Even if your company does not have automated system to generate new leads for you, when you learn more about prospecting, you will be able to find your next customer by your own.
Your mission as a sales person should be to find …