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?

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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

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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”.

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.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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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.

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.

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

Five Elements That Make a Phenomenal Person Successful


Persistence is what separates the phenomenal people from all the rest. Be the best, never less and you will always ace the test. Being a phenomenal person is hard. No one is perfect. We all make mistakes. We all fall down every once in awhile. What s


12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

The Game of Strategy: Improve Sales in a Changing World


The bottom line is that a sale is a game of strategy in which “numbers” are only one part. And, apart from improvement in strategy, process, skills, and techniques, you won’t improve sales. The Dynamics of a Sales Profession There is no shorta