Thu.Apr 12, 2012

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?

Buyer 83

The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

So, yesterday I boldly stated that in “reactive sales situations” if we are on top of our game, we should not anticipate objections, because after rigorous qualification, we simply give the customer what they need or want, and achieve an appropriate profit for ourselves – win-win. (If

Trending Sources

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. I 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. Consistently follow-up. Far too many sales managers do not give their people consistent follow-up.

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”.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

More Trending

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.

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.

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.

The Customer Is Not Always Right - VR Marketing Blog

Vertical Response

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

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.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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.

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.