Hong Kong Journal Day 3

The Sales Leader

A win has to be considered a win by both parties. When a seller is happy, and the buyer is are happy, you have a successful sale. Observations from the real World

Jeffrey Gitomer in The Wall Street Journal – Why Divas Need Make No Apology

Jeffrey Gitomer

The post Jeffrey Gitomer in The Wall Street Journal – Why Divas Need Make No Apology appeared first on Jeffrey Gitomer’s Sales Blog. Tweet “About a dozen times a year, strangers invite Jeffrey Gitomer to lunch, hoping to ask him for career or business advice.

Hong Kong Journal Day 5: Never Assume

The Sales Leader

Hong Kong is the fastest moving city I have ever been in. People are on the go every minute of the day. Racing from one meal to the next, and one appointment after another from what appears to be 6 in the morning to 10 at night.

Dreams Are the Fodder for Your Future Goals

Increase Sales

When working with executive coaching clients I have them work in a dream journal. The initial work in this dream journal is slow at best. Self Improvement day dreaming dream journal executive coaching future goals Leanne Hoagland-Smith lost the ability to dream negative conditioning

The Wall Street Journal Lists The Top Seven Sales Coaches On Twitter

Keith Rosen

” Clicking on his link, I happened to find an article in the Wall Street Journal , naming these top seven coaches on Twitter. Then I remembered doing an interview with a journalist for the Wall Street Journal several months ago, regarding another topic.

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Sales Hunter

John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014.

Medical device sales – four ways to differentiate from the competition

Sales Training Connection

Device Hire Wire Journal. In September, one of our medical device sales posts was reprinted in the Device Hire Wire Journal. From time to time, you can find Sales Training Connection posts reprinted on other blogs. The post shares four ways medical device sales reps can differentiate themselves from their competitors.

The Unexamined Life Is Not Worth Living

Increase Sales

There are different ways to reflect: Journaling. Today here in the USA is Memorial Day. This is a national holiday to remember and honor those fallen military individuals who gave their lives for our country.

Guess What? You Might Be a Sales Geek and Not Know It

Increase Sales

Is part of your work week centered around reading journals, blogs and news articles regarding sales and business? Are you a sales geek? Think not? The definition of the word geek has changed over time as I recently learned from my daughter.

Tracking Executive Changes at Your Most Important Accounts


For CIOs and CFOs, watch the Wall Street Journal’s CIO Journal and CFO Journal. Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S.-based

“Why Evolve?”: Researching the Best Upselling Techniques

Corporate Visions

The “why evolve” study, done in partnership with the International Journal of Sales Transformation, is covered in depth in the latest issue of the journal of the same name.

The 12 Days of Increase Sales Leadership Questions - Day 1

Increase Sales

Possibly start a journal and begin to documents what you are doing differently. To increase sales leadership results begins not on the outside by attending some sales seminar or reading some sales or business book but on the inside. During the next couple of weeks, I will be posting 12 questions you can ask yourself. These are questions of self reflection where you probably won’t find the answer in a book or a motivational speech.

The 12 Days of Increase Sales Leadership Questions - Day 6

Increase Sales

Again, this is where journaling can support facing those fears. Now another simple increase sales leadership question: What is keeping you from changing that one behavior which would improve your results? Here is where as some say the rubber meets the road. Identifying what is keeping us from realizing the change we want requires us to look down deep inside and face the truth. This truth may not be pretty.

Episode #065: The Art of Being Present with Lisa Copeland

Jeff Shore

She’s spoken to over 100 companies all over the country and her success story has been featured in prominent publications including the Wall Street Journal, the New York Times, Marie Claire, Bloomberg and Automotive News.

Sustainable Sales Success - Tip #15 Expertise

Increase Sales

Yes it does require dedicating time to reading the perspectives of others from blogs, journals and books. People buy from people they know and trust. Your sustainable sales success can be directly traced back to how much people trust you. Expertise is one of the crucial factors that works to build that trust. Some industries such as real estate, financial and healthcare require continuing education units to ensure their members have a high degree of competence.

In a Topsy Turvy World Reflection Creates Clarity and Maintains Balance

Increase Sales

You may wish to journal your responses and make this a weekly habit. For many our lives indeed are “Topsy Turvy.” ” We are busy, busy, busy. Sundays are a day of rest, of contemplation and reflection.

What’s In Your Personal Action Plan?

Increase Sales

Over time I have added additional sections to my personal action plan including: Daily Journal – Short reflection on each day. Dream Journal – My wish list of people I want to meet; places I wish to go; things I wish to do.

Sales Motivation Starts with the Voices in Your Head

The Sales Hunter

Put these into a journal. Use this journal as a tool you can read from each time you think the voices are starting to move in a negative direction. What are the voices in your head telling you?

Sales and the art of chitchat

Sales Training Connection

But as Elizabeth Bernstein recently shared in the Wall Street Journal there are a number of hidden benefits for those who are good at the art of chitchatting a/k/a schmoozing a/k/a having a social conversation – so perhaps it’s not wise to totally dismiss the relevance. Journal infographic.

A Sales Gravy Interview with Colleen Stanley - President of SalesLeadership, Inc.


Colleen is a monthly columnist for Business Journals across the country, author of ‘Growing Great Sales Teams’ and coJeb Blount, CEO of SalesGravy.com, had the pleasure of interviewing Colleen Stanley, founder and president of SalesLeadership, Inc.

Why would a company ever outsource anything?


These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. “… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”.

Answering the “Why Now” Question

Corporate Visions

In part one of a two-part series with the Journal of Sales Transformation, I looked at where business proposals are falling short and failing to create the urgency needed to answer the following question c-level executives are asking: Why should I buy now?

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Consider giving your buyers relevant information from The Wall Street Journal , local business journals, industry magazines and newsletters. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step.

Buyer 205

Leaders Are Readers So What Have You Read Lately?

Increase Sales

Between the blogs, the online journals, the eBooks to printed publications everyone has access to reading great information. Stay informed in especially important in today, information overload culture.

Court Challenges Department of Edu rule aimed at private sector


With existing threshold for gainful employment ruled “arbitrary,” what’s next? district judge strikes down part of the U.S. Department of Education’s “gainful employment” regulations. Only one day before the regulations would have taken effect, a U.S.

Where Executives Think AI Has a Practical Place in Their Businesses


(Editor’s Note, this post originally appeared in the Silicon Valley Business Journal , and was syndicated in 42 Biz Journal publications across the country). Fueled by the promise of better insights and better decision making via humanlike reasoning, artificial intelligence continues to intrigue the business world, evidenced by steadily increasing investment. I’ll give you an idea: McKinsey & Co.

Acing Your Sales Job Interview: 5 Tips for Recent Grads


Alyssa holds a BA in Journalism from Western Washington University. After four years of midterms, finals, group projects and everything else higher education brings, it’s finally time to put all those years of education to work.

A Discussion with Stu Heinecke (#podcast)

The Pipeline

Some of you may be familiar with Stu Heinecke, a Hall-of-fame-nominated marketer and Wall Street Journal cartoonist, see example above. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Sustainable Sales Success - Tip 07 - Time

Increase Sales

When waiting for appointments, these individuals may be reading a journal, a book, reviewing their next appointment or quickly responding to texts or emails. How a salesperson uses his or her time is probably one of the greatest contributors to sustainable sales success.

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing

Create a development plan – journaling. The most effective development plans are those used every day, especially daily journals. The right journal will ask your team questions like the above, helping them create a personal development plan tailored to their development areas. Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling.

The Age of Social Network Selling

Sales and Marketing

Teaser: A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. Issue Date: 2013-02-04. Author: Brian Rowland.

Top Sales Leaders Obsess About What Matters Most


Alyssa holds a BA in Journalism from Western Washington University. Eat That Frog! , a best-selling book from author Brian Tracy teaches us that the most successful people tackle their biggest, hardest challenges first.

Breaking Through to CEOs and the C-Suite Part 3 By Stu Heinecke

Increase Sales

4 – Run an Ad in The Wall Street Journal ($10,000/contact). Rick Bennett is the master of this technique, which involves writing an open letter from you to your target, producing it as a full-page ad and placing it in The Wall Street Journal. Drawing Attention author Stu Heinecke is one of The Wall Street Journal cartoonists, a DMA Hall of Fame-nominated marketer, and founder and President of Seattle-based CartoonLink , Inc.

The ROI of Reducing Business Risk Through Sales Training


2 Journal of Product and Brand Management. In a previous post, The Hidden ROI of Sales Training , I described certain ROI as being “hidden” much of the time.

ROI 52

What Really is Leadership?

Increase Sales

Read any business magazine, professional journal or popular business websites and you will discover numerous articles devoted to the topic of leadership.

Being Intentional,Taking the Time for You

Increase Sales

” Additionally, I invest some time each week to continue to review and possibly add to my dream journal. Do you take time for you?

This Lady Right Here — Tasha Eurich Author of Insight

A Sales Guy

Why most approaches to self-awareness like therapy and journaling don’t actually work. I’m pumped to be interviewing this lady right here. New York Times, Best Selling Author, Tasha Eurich is going to be on Taught Leaders this Thursday at 2:00 EST, 11:00 PST.

Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long.

New book: How to Get a Meeting with Anyone

The Science and Art of Selling

Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections.