SBI
SEPTEMBER 17, 2013
I think of these as “Aha Revelations.” revelations. Kolb, an American educational theorist, knowledge is gained through both personal and environmental experiences. revelation as a result of an emotional engagement triggered by firsthand experience and investigation. revelations by asking key questions.
No More Cold Calling
DECEMBER 30, 2021
That’s what a client asked me a couple years ago, and I was baffled by his revelation. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time.
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The Pipeline
DECEMBER 3, 2015
Everyone knows that the prospect should be doing most of the talking during a sales call. Sales person makes eye contact, does not interrupt, nods almost on cue, and takes copious notes to preserve every word the prospects utters. Then as soon as the prospects stops, bam, jump on the next thing.
Partners in Excellence
DECEMBER 19, 2022
Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. The Sales Education Foundation has created a tremendous scholarship program in memory of Barbara Giamanco. 1000 scholarships are provided to women studying selling.
Partners in Excellence
JANUARY 16, 2018
In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” ” Prospects and customers relied on sales people to educate them on products and solutions. Those days are long gone, customers are self educating on the web.
Partners in Excellence
DECEMBER 10, 2018
Where sales people used to be a primary channel for information and education about products/solutions, now customers can self educate through an increasing number of digital and other channels. The endless, mindless debates of social selling, cold calling, to prospect or not to prospect.
Partners in Excellence
MARCH 27, 2017
Many marketers, sellers, content advocates revel in letting customers self educate on the web, thinking buying is just about getting the facts, evaluating the alternatives, and making a rational decision. If buying were that simple, clearly there is eventually no need for sales people.
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