Sat.Mar 24, 2012 - Fri.Mar 30, 2012

Trending Sources

The 5 Immutable Laws of Selling

Smart Selling Tools

Tweet Our world, along with the entire cosmos in which we reside, is governed by what we understand as the laws of physics. And whatever affect these forces may have upon the course of our day-to-day endeavors, they are as unchangeable, and indeed as unstoppable, as time itself. All else is not only dependent upon, but is made constant and inevitable based on these realities. Need I say more.

George Orwell’s Negative Influence on Sales Language

Sales and Management Blog

The coincidence of timing: My friend Dan Waldschmidt published a post yesterday on  why words matter.  After reading my post on how words a misused, I’d encourage you read Dan’s to see how words should be used. What words do you use to describe yourself and your products and services?  Are there words you intentionally try to keep out the mind of your prospects or clients?  Do you use euphemisms instead of plain English when making a presentation in order to try to elicit a particular feeling or response from your prospect? Gloss over the objection and it will go away.    .

Time to Change The Carrot and the Stick Motivation to Increase Sales

Increase Sales

The carrot and the stick motivation is one of the oldest behavior modification strategies and still used by many small businesses and sales management to increase sales. Yet this sales management tactic has been proven ineffective each year when sales goals or sales quotas are not achieved or just barely achieved. Dan Waldschmidt said it a different way “Sales quotas are for stupid people.

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CloudOn Delivers Microsoft Office Apps To Your iPad

Fill the Funnel

CloudOn delivers Microsoft Office applications to your iPad. Finally, for those of you who have lived in a Microsoft Office centric world, you now have access to the core Office Suite on your iPad. You no longer have to hesitate when running out the door to your next appointment, or waste time switching devices. They will work just like you expect them to. All Rights Reserved.

What Salespeople Can Learn from Classic Songs

More Trending

Selling value – everybody is doing it!

Sales Training Connection

Selling value. When I started in the sales training industry about 25 years ago, I had the good fortune to start with a great company and work with a really smart guy.  At the time we were selling sales training programs that helped our clients do a better job selling value in major accounts. The programs were well received worldwide because they were based on solid research. 

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Executive Coaching Pumps you Up!

Steven Rosen

Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient.  The most effective ways are by networking with a peer who faces similar challenges and utilising an executive coach. Between meetings, presentations, conferences and emails I rarely had time even to meet with customers.

Building the B2B Customer Reference Community – Event

Score More Sales

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. That person did not understand that it was in our contract to not divulge information about our relationship. Read the press release.

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Find Your Own Joy – Friday’s Editorial

Increase Sales

Find your own joy! These powerful and wise words were shared just yesterday with me from a millennial (generation Y)  executive coaching client.  She is managing a team where there is huge resistance to change, where the culture has rewarded inefficiency for several decades.  Credit Our society only reinforces others must be your joy. Joy comes from within. An early morning sunrise.

The Art of Social Selling -- Summarized by getAbstract

Sales force management and millennials

Sales Training Connection

Millennials. Sales force composition is changing: as companies hire millennials, the  generational diversity inside their sales forces is expanding. This trend introduces several significant challenges – How do you engage millennial sales reps? How do you motivate them? And, how are their interests and needs alike and different than the rest of the sales team? 2012 Sales Horizons, LLC.

In Search of the “Sales Holy Grail”

Jonathan Farrington

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. Poor Quality Activity. Speed of Relaying Customer Information. Harder Rather Than Smarter.

Spraying and Praying is Not Prospecting

The Sales Hunter

To be successful at sales prospecting, you have to have a plan. Spraying and praying is not a plan! Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. Sure, they could, as the saying goes — even a blind squirrel will find an acorn from time to time. Get focused.

Sales Leadership The Talent of Self Starting Ability

Increase Sales

Imagine for a moment a sales leadership team of  individuals all demonstrating the self starting ability to do what they need to do without being told or extrinsically motivated.  These self starters only come to you in sales management or as the small business owner when they have questions beyond their job descriptions or need clarification specific to current operating policies and procedures provided your firm has them. They remind you of tops that once set spinning continue to spin (work) without very much assistance from you in sales management or as the small business owner.

Winning Consensus-Based Sales

Medical sales – blog round up – Winter 2012

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the  Medical Sales – Blog Round-up. Click here to take a read …. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the  Sales Training Connection ? 2012 Sales Horizons, LLC.

Why You Won’t Be Successful.

Dan Waldschmidt

A lot of life comes down to doing hard things when you least feel like it. Iif you are going to be successful over the long run, you’re going to have to do things that hurt on days when you already hurt. Which seems to defy logic. If you’re already not at peak performance it might seem like a better option to recuperate and then go back into the battle. It’s what we’ve been taught since we were children. If you’re not feeling well you don’t have to go to school. If you get hurt, you should “take it easy” for a while. Your terms. Every day matters.


Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. must spend a certain percentage of their time prospecting. 

Raise More Questions than Answers by Andy Ferguson

Increase Sales

Lately, I’ve been helping quite a few people set up businesses, raise funding and get ideas off the ground. One question that I continued to find myself asking was “what is this business for?” ” That got me thinking “what IS business FOR ?” ” And of course, the answer to that will depend on your view point when you interact with a particular business.

Secrets to Successful Inside Sales Management

Let Me Know Who You Are: 3 Sales Tips to Connect

No More Cold Calling

T echnology is helpful, but the personal delivers. Here’s how not to use LinkedIn for your business-development. LinkedIn is a terrific sales tool. We learn about a prospect’s current business, where they used to work, where they went to school, their interests, travels, and how we’re connected. Leverage Your Business Development. LinkedIn is one way to connect, and selling is about connections.

Lean Processes and DOWNTIME

The Productivity Pro

While it hasn’t always been practiced with any great rigor, the concept of waste reduction has long been a part of American business tradition. Ben Franklin’s common- sense reminders of “waste not, want not,” and “a penny saved is a penny earned” have been well taken by such luminaries as Henry Ford, who introduced the modern assembly line, and the founders of time-and-motion studies and scientific management, Frank Gilbreth and Frederick Winslow Taylor. It’s simple, straightforward, and appropriate. Here’s what each of the letters stands for: D efects.

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned.   But don’t let that be a reason why you should not leave a voicemail message.

The Explosion of Robot Selling to Increase Sales

Increase Sales

Maybe it is just me, but the explosion of robot selling arena appears to be contradictory to the goal to increase sales. Every day I receive messages from robots, oops I mean salespeople,  wanting me to buy this or try that. Credit Just yesterday I this one: Hi Leanne, I was checking on this. This ends at 5pm today. Let me know if you would be interested. Regards, What he was checking on was a previous marketing message that I had personally answered, but his “robot” sales process did not even read my email because he was engaged in “robot selling.”

Successful Selling

3 Essential Tips For Providing Great Customer Service

MTD Sales Training

Providing unparalleled customer service, and after the-sale service, in today’s marketplace, is essential in maintaining customer loyalty. Today’s modern and educated buyer demands more for less, and is always aware of alternative options, including alternative vendors and competitive offers. Check it Out Following are three mission critical points for providing good customer service. Although these

Successful sales people – personality attributes

Sales Training Connection

Successful sales people. Some time ago we published a blog, Who are the new sales reps? “ Recently we received a blog post that adds to that story – posted by the Business Insurance Quotes blog. It addresses the  Eight Personality Traits of Successful Business People – the ideas apply equally well to sales people.

15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. Whether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy. The challenge is, prospects don’t always voice their fears and doubts. [.]. Sales benefits business buyer concerns consumer doubts fears features prospect

What is Executive Coaching?

Steven Rosen

The new trend in executive development is coaching. “ Executive Coaching is the fastest growing phenomenon today” So what is Executive Coaching? Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change. Does this sound like you? Are you dealing with unprecedented organizational change and complexity? Who exactly, seeks out a coach?

How to Get a Prospect to Call You Back

A Sales Guy

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales.  . Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. The knowledge gap and how it creates curiosity.

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When You Wake Up On Monday It Will Be Q2 Already

Jonathan Farrington

On Monday morning, 25% of our available selling time will have passed, and we will be into Q2. The competitive intensity of the sales environment is escalating with the globalisation of the economy. These are the main “drivers” behind the demand that organisations adopt methodologies and processes to manage these issues. Sales Objectives. General

Cut the Fat! 8 Ways to Eliminate Unnecessary Overhead for Your Business

Vertical Response

For any small business it’s important to spend money where it counts and eliminate unnecessary expenses. Besides looking at what cost drivers you can keep down, it’s also important to remember the age-old saying, time is money. Often, finding ways to save time in your day to day operations is the quickest way to eliminating overhead. Save money on paper and printing by going paperless.

Take It Easy (And Other Bad Ideas)

The Sales Blog

Take It Easy (And Other Bad Ideas) is a post from: The Sales Blog | S. Anthony Iannarino. There are some seemingly harmless statements that I hate to hear people say. The message is bad, and believing them is a recipe for failure. Take it easy.”. How many people do you know that are working so hard that they need to “take it easy?” Most people would do better by taking it a lot less easy, by trying harder and designing and living a more fulfilling life. Why you want to spend your life “taking it easy” when you could instead spend yourself in some worthy pursuit that stretches you? Questions.

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How To Fire A Salesperson Without Creating A Stink

A Sales Guy

There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty.  It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks. Believe it or not, this is possible. It just takes finesse and a process. Keep coaching them up.