Thu.Apr 12, 2012

Trending Sources

Look Beyond Sales Ego to Buyer’s Value

Increase Sales

Buyer’s value for many in sales is quickly presumed to be seller’s value. After all, value is value, isn’t it? colleague, Tibor Shanto , in a recent video blog shared his thoughts about defining value as well as other words within the sales process if the goal to increase sales is to be achieved. Sales Training Coaching Tip:  Miller’s book deserves a place in your  library.

Buyer 88

The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

Thinking about that last paragraph, there is one sub-statement which really stands out – “ give the customer what they need or want ” But what if we are selling a product/solution/service that the suspect/prospect doesn’t think they need or want? This is where we experience objections; this is the “pro-active sales situation”; here is where our real sales skills come in to play.

7 Sales Coaching Tips You Need for Success

The Sales Hunter

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let’s just cut to the chase. want to give you what I see as 7 sales coaching tips you can use right now.  Regardless of your sales position, these are 7 you need to know. 1. Consistently follow-up. Far too many sales managers do not give their people consistent follow-up. Set clear goals and measure them regularly. Goals are much more effective when the person who has the goal is being held accountable.  Don’t lead from a distance.

Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson

Score More Sales

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”.

What Salespeople Can Learn from Classic Songs

More Trending

Prospecting by Text

The Pipeline

It is amazing how little progress there has been in sales over the last couple of years, despite all the talk.  My friend Keenan, The Sales Guy , is conducting a survey on his blog asking if texting is a viable and legit means of prospecting , please go and participate. Well, it is not, and Keenan accurately states, if it is on your business card, you want me to use it. Tibor Shanto. Tibor Shanto

Interruption Based Selling!

Partners in Excellence

I’ve been following a discussion on cold calling.  The topic of “Interruption Based Selling” came up, with several people taking strong stands against this. Frankly, I think it’s our obligation to “Interrupt”–particularly if we want to create real value for our customers.  Waiting for the customer to reach out, waiting for the customer to recognize a need is often too late–both for the customer and most of the time for sales. Our customers are just like everyone else.  They’re incredibly busy just doing their jobs.  Sales is about change. 

Does Your Sales Force Look Like This?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I spoke to the energetic group of sales leaders attending the EcSell Institute Sales Coaching Summit in Austin Texas. The thing that makes EcSell different is that they won't place speakers on their event faculties unless their work is backed by research and science. If not, why and what must be done?

The Customer Is Not Always Right - VR Marketing Blog

Vertical Response

The Art of Social Selling -- Summarized by getAbstract

Who Cares Whether the CCO Tweets?

The 1to1 Media Blog

It seems that everyone now has a Twitter, Facebook, Google+, and any other alphabet soup social media account you can think of. And rabid social media "experts" are calling for every C-level executive to embrace social media as part of their new commitment to transparency. There’s more… To read the rest of this blog posting click here or visit Emerging Trends Social Media cco cfo chiefcustomerofficercouncil cmo curtisbingham

Assertion or Persuasion in Politics

Changing Minds

The USA Republicans are talking assertively. Should they be more persuasive


Influencing the Decision to Win the Sale (Part 2)

Sales and Marketing

A sales rep who had a long-term relationship with the head of an in-house printing group naturally expected to get the business when the company decided to outsource its printing services. The rep was shocked to find out the deal went to a competitor. His contact told him only that the other company offered a “better value.” ” The sales rep thought he knew the customer, but now he wondered, “What did the other guy know that I didn’t &rdquo

Wowing Customers After a Purchase

The 1to1 Media Blog

The relationship with a company doesn't finish when money changes hands. Even if it's a retail transaction, often that's only the beginning. Especially with increased competition, companies are under extra pressure to ensure that they not only satisfy their customers' expectations for after-sales service, but exceed them. Nine West recently did just that, and what might have been a one-time purchase may turn into a long-term relationship. There’s more… To read the rest of this blog posting click here or visit

Winning Consensus-Based Sales

Do we need to Keep Discussing Objection Handling?

Jonathan Farrington

The short answer to this question is “Yes and no – it depends”. Depends on what? Well, it depends on whether we are discussing a reactive sales opportunity, or a pro-active one. Allow me to explain: A “reactive sales opportunity” is when we are approached by a prospect or existing client, to provide a quotation/proposal/price. Allow me to me illustrate my point …. You: “ Oh yes, definitely ”.

The truth about Mike Wallace…


This past weekend, I followed the news of the death of Mike Wallace. An American journalist, game show host, and media personality, Wallace is best known for his role as one of the original correspondents for CBS’ 60 Minutes. As stories were shared about Wallace, his reputation for the “truth” stood out above all else…. CBS News chairman and Wallace’s long-time producer at 60 Minutes said, “He (Wallace) knew that everybody else knew, that he was going to get to the truth. And that’s what motivated him.” Later he would appear on the show as a guest panelist.