Sat.Mar 03, 2012 - Fri.Mar 09, 2012

Your Attitude Is Showing–Is It Killing Your Sales?

Sales and Management Blog

Whether we like it or not, whether we want it to happen or not, whether we believe it or not, our attitude toward our job, our attitude toward our product or service, and especially our attitude toward our prospects and clients is telegraphed to our prospects and clients through our voice, our body language, and the words we choose. And, again, whether we like it or not , our attitude has a direct and often disproportionate bearing on whether or not we close the sale. .

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Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must also be considered. The focal point of this article is not to examine or suggest possible changes that reps must make.

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Trending Sources

The Rewiring of Institutions ? Value Creator (

Brian Vellmure

Corporation. Non-Profit. Community. Business. Cause. Platform. Government. The clearly defined borders that have traditionally enveloped the institutions above are blurring and we're trying to make sense of it all. The music

4 Powerful Reasons To Walk Away From The Price ONLY Prospect

MTD Sales Training

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price.

Sales Training Playbook by Lessonl

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

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Are Great Leaders Born or Made?

Jonathan Farrington

“ Some men are born great, some achieve greatness, and some have greatness thrust upon them.” Will of Stratford-Upon-Avon. You may have identified just a hint of frivolity?

The 4 People in Your Sales Pipeline You Must Know

Score More Sales

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. These people affect your chances of bringing deals to closure every day.

Psychometric Testing in the Sales Hiring Process

Dave Stein's Blog

Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to do. ES Research Group estimates that this happens 25-33 percent of the time, depending on the industry.

3 Powerful Tips For Setting Appointments On the Telephone

MTD Sales Training

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

The Customer is King? – Well No, Not Always

Jonathan Farrington

I am really big on “customer care” and I have been for a very long time, as regular visitors here will know. Customers are the lifeblood of our business, and without them, we have no business. Sounds simple enough, so it really is quite amazing how many organizations haven’t got it.

Person to Person Is Back

No More Cold Calling

In an era powered by technology, connecting with the person still matters. Perhaps you remember Edward R. Murrow and the show, “ Person to Person ”. The Private Lives of Public People. Beginning in 1953, the Person to Person program developed out of “Edward R. Murrow’s belief that human beings are innately curious. That curiosity was intense regarding the private lives of public people, or visiting the extraordinary in the most ordinary environment—the home.

Leverage sales expertise – advice from Dr. Oz

Sales Training Connection

Sales management lessons from Dr. Oz. When I think of Dr. Oz – a kingpin of medical media – I don’t think of someone who provides advice on leadership. But in the current issue of Fortune , he does just that.

Victim or Victor – Friday’s Editorial

Increase Sales

Question: Victim or victor? Before you can determine where you are going, you need to assess where you are right now. The act of assessing allows us to establish benchmarks from which we can action.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Jonathan Farrington's Blog ? Let's Clear Up The Confusion Between.

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the

Finally, A Sales Person’s CRM

A Sales Guy

It’s no secret that CRM’s are not for sales people. They were built for management. This has been the problem with CRM’s for years. Sales people have bitched about the difficulty of updating CRM’s and managements CRM input demands since the first CRM rolled out 30 years ago.

Ignore the buyer … a costly sales mistake!

Sales Training Connection

Becky Quick one of the anchors on CNBC recently related a personal story in Fortune that not only rings true, but reminds me – and I suspect many other women – of one of the “deadly sins” of selling.

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Three Core Needs Of Every Consultant

Direct Sales Classroom

Direct sales consultants come in a variety of shapes and size, creeds and colors, but there are three core needs that every direct seller needs when it comes to their leaders. In fact, these needs are so vital that if you don’t understand and meet these needs for your consultants, it’s very likely that they [.]. Direct Sales Leadership Lists Recruiting Success

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Jonathan Farrington's Blog ? The Value of Service & Those.

Jonathan Farrington

Looking around, it's easy to see how many companies have developed customer service strategies using the telephone. Take for example some of the fast food establishments who actively promote '0800' care lines, or the

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Are.

The Science and Art of Selling

From December 1st, 2011 until February 15, 2012 I've surveyed readers of my blog by asking only one question: Are Sales People Born or Made? Results will surprise you! From 263 people who participated in this survey

Get Out of Town! 5 Tips for Lightening Your Workload So You Can Take a Vacation

The Productivity Pro

You work hard. You covet every day of vacation you’re entitled to. So why aren’t you using them? According to’s annual “ Vacation Depravation ” survey, nearly one-third of Americans do not always take their vacation days.

Think You Present Well? Let’s Go to the Video.

The Sales Blog

Think You Present Well? Let’s Go to the Video. is a post from: The Sales Blog | S. Anthony Iannarino. When you speak or present , it feels like you are giving a lot of energy. You feel passionate and enthusiastic. You believe that your audience can feel your passion, that it’s palpable. But it only feels like you are passionate. You’re not giving anywhere near the energy that you think you are. In fact, what feels like professional and confident is completely flat. How do I know this?

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Four Beautiful Young Ladies + Four Bicycles + One Really Important Cause

Jonathan Farrington

At 00:30 am on Sunday June 10th, whilst most of us will be sleeping - although I can imagine more than a few of you will still be partying – four beautiful young ladies will be setting off on a 100 kilometer cycle ride around London. Mad or what? Actually, it’s “what” They are hoping to raise the modest sum of £1000 for a cause very close to my heart – Cancer Relief.

How Much Profit is Fair? (On Breakthrough Business Strategies Radio)

The Sales Heretic

Do you wonder whether you’re charging enough? Are you afraid you’re charging too much? Are you reluctant to raise your prices but quick to offer a discount? If so, you’re like most people. You want to charge a fair price for your products and services. But just how much profit is fair?! Listen to my appearance on [.]. Sales business CEO discount fair owner price professional profit

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Daily.

The Science and Art of Selling

There are some things that you should try to emphasize when dealing with a pricing objection: Stress the value of ownership versus the cost of purchasing. Stress the value of the service versus the cost of the service

Replicating Random.

Dan Waldschmidt

A lot of what we call business strategy is just only mimicry. Instead of working relentlessly to incubate our own success process, we spend a lot of time just copying the ideas we hear might have worked for someone else. And it just makes us ugly. The problem with replication is that each copy is a little less moving than the original version. Less impact. Less value. Less beauty. And not just the copy itself, but also the artist.

What Does it Take to Become a Really GREAT Sales Leader?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioral skills required to promote good human relations and helpful attitudes.

How Do You Know It’s Time to Fire a Salesperson?

The Sales Blog

How Do You Know It’s Time to Fire a Salesperson? is a post from: The Sales Blog | S. Anthony Iannarino. A few days ago I received a call from a journalist. She was writing a story about how one knows that it is time to fire a salesperson. I don’t believe she expected the answer that I gave her. I do believe that she will use a lot of what I gave her in the magazine article she is writing. Let’s assume poor performance. Here is as close as I can get you to the answer. You Go First.

Book Review of High Profit Selling by Mark Hunter ? Score More.

Score More Sales

In a world with tens of thousands of sales books, is there room for one more? After reading Mark Hunter's new book, I say a loud YES!. Here's why: Mark is from the trenches. He has talked with thousands and

Hard-Headedly Amazing.

Dan Waldschmidt

We make it harder than it should be to focus on being amazing. We’re defiantly hard-headed about all the wrong things in life. And then we wonder why we aren’t getting the successful outcomes that we want for ourselves. When you fill your mind with hatred listening to incendiary words from pundits on radio or television, it is hard to focus on being amazing. When you fill your mind with fear by tuning in to negative economic prognostication, it is hard to focus on being amazing.

Guest Post: Being Drunk vs. Productivity

The Productivity Pro

I like to get drunk every now and then. Well, sorry, I’m just a human being. Besides, I’m from Poland, and that’s kinda what we do here. However, this post is not about how cool this drunk state of mind is… on the contrary, most of the time it isn’t. For many people alcohol is a shortcut to having good fun in whatever situation. A small dosage of alcohol (like a shot or two) is proven to improve our eloquence and self-confidence.

Your Pre-Sales Call Ritual

The Sales Blog

Your Pre-Sales Call Ritual is a post from: The Sales Blog | S. Anthony Iannarino. I have been thinking a lot about energy. Enthusiasm is contagious. A lack of enthusiasm can come across as a lack of interest. It can sometimes make you look dispassionate. In an attempt to appear “professional,” we can come across as uninteresting and boring. This is no way to make sales calls. You need to prepare for your sales performance.

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