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

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.

Four Common Destructive Sales Management Styles

Sales and Management Blog

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what a sales manager is. Whether I’m working with a newly promoted seller into a frontline sales management position or an established sales leader, I often find someone with a warped and destructive idea of what a sales manager’s work is. .

Trending Sources

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.

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.

Sales Training Playbook by Lessonl

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

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Mad about Sales: 4 Don’ts from Mad Men

Julie Hansen's Sales Blog

Even though I worked in advertising long after the Mad Men era, the ghosts of Don Draper and Roger Sterling could occasionally be glimpsed roaming the halls after a long day, ice tinkling, cigarettes glowing. The agencies I worked for grew in huge exponential bursts, expanding from two employees and a part time receptionist to

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.

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.

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.

The Art of Social Selling -- Summarized by getAbstract

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

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.

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?

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.

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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.

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.

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.

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 ….

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.


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 ?”

Successful Selling

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

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.

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.

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.

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.

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.

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.

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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

Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple.

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.

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.

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. .

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.

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. Guideline #1. Establish a bond before you attempt to control the process with questions. Establishing [.] Related posts: The Advantages of a Career in Financial Services. The Financial Services Presentation.