Sun.Mar 18, 2012

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Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. 1. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence.  Of course, I can understand caution when cash is short, but slowing down lead generation is not the way out of the morass.  This is how it works.

Improve Your Attitude with a Negativity Fast

The Sales Blog

Improve Your Attitude with a Negativity Fast is a post from: The Sales Blog | S. Anthony Iannarino. Despite all of our challenges, we humans continue on our relentless upward trajectory. Things just continue to get better and better. That’s not suggest to that there haven’t been missteps along the way or that there won’t be many more. Surely there will be. But this isn’t the story that you find told on the news, regardless of the source. There is no “fair and balanced” reporting when the only things reported are negative, and sensationalized at that. Avoiding Negative News. No CNN. No Fox News.

Do You Prep for the Call? You Should!

The Sales Hunter

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. Back then, a sales manager and I once drove 45 miles to see one of my early-stage prospects. ” “How will you open the call?”

Are You Really Selling or Simply Telling?

Jonathan Farrington

Here is today’s reality: Most prospects at the sales stage have come to expect that a salesperson will probably talk at them, for too long, and about very little - especially their needs. This fact was highlighted in an interview conducted by Linda Richardson last week with Forrester’s Brian Lambert. Why the major disconnect? You cannot create needs — but you can uncover them. Learn more ….

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

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