Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.
As a sales trainer I go into many companies to work with their sales teams. I’m rarely called in when things are stellar but rather when there is a problem or at least a perceived problem. Sales aren’t coming in, reps aren’t prospecting, no one can close…you get the picture. Before I do anything or […]
Big girls don’t cry over: Prospects that ultimately say “no” Clients that decide to reduce their retainer Vendors that raise their fees Networking intros that “go south” Nope. Big girls don’t do that. Here’s what they do: They go out and assertively find more prospects using some of those time-proven techniques like phone and […]
http://http://youtu.be/t3bjMtqpGBw You just keep me hanging on. There isn’t a sales rep in the world that doesn’t know the feeling. I’m thinking about it. I’m meeting with my partners. We have to check the budget. Not now; maybe later. And on and on. Of course most of us “seasoned” sales reps know what to say […]
Donna Summer sure could show us the love couldn’t she? If you don’t believe me then have a listen! And in relationships, business included, showing the love is what it is all about. For instance: Make some fantastic introductions for folks in your network. The special part about these introductions is that they are proactive […]
Jumping out of an airplane. Swimming with sharks. Eating 2-day old sushi. All risky. Spending 20-30 minutes having a cup of coffee or a scheduled telephone call with a potential networking contact? Not risky at all. If that’s the case then why is it that so many people go to networking meetings and events […]
Hit me with your best shot. Networking introductions, cold calls, reconnects…how much time do you have anyway to make that all important connection and get the contact interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me. We live in a Blink era in which people make decisions in an incredibly short amount […]
Speech is a powerful thing. Not just the spoken words themselves and what they mean when strung together. How we say something, appropriately timed, with certain actions and feelings – well, that speaks volumes. At this start of the new year it is beneficial to reflect on how you sound so that you may get […]
I don’t know about you but I have started to get hives whenever I sneak a peek at my email inbox. 50 or more per hour and that’s with a pretty strong spam filter as well as several folders set up to organize the flow, um, deluge. I know that I get more email than […]
Okay, that was a come on. I’m not going to give you 5,000 ways to build your business, not really. But if you do the math 5,000 ways equates to approximately 13 action items per day. Yep, weekends too, unless of course you decide to execute more on some of your work days and then, […]
Gotta love that song, right? http://youtu.be/TCBttS_y7lE I know that I do and sometimes I find myself humming it in the strangest of circumstances: My networking contact continually offers proclamations of “love” yet there is never an introduction sent my way. My client gets downright “gushy” about how much they “love” me yet they find it […]
