What is “The Joy of a Salesman”?
A couple of months ago I received a link to this video from two separate friends in the sales game. It was posted on YouTube by “mrsalesguy01” back on August 9th but it didn’t come to my attention until October. As of today it has accumulated a very respectable [...]
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9th April 2010 by
Frank under
Compensation Plans,
Contact Management,
Corporate Transperency,
Customer Relationship Management,
Lead Distribution,
Lead Generation,
Paperwork Minimization,
Qualifying Prospects,
Sales Management,
Sales vs. Marketing,
Target Marketing,
The Leaderboard,
Top Producers,
marketing
Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today.
But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to [...]
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tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Lead Distribution, Lead Generation, marketing, Paperwork Minimization, Qualifying Prospects, Sales Management, Sales vs. Marketing, Target Marketing, The Sales Leaderboard, Top Producers
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How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession.
How valuable is it? Here’s a short quote from my 2004 book, The Greatest Job You [...]
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5th April 2010 by
Frank under
Contact Management,
Education-Based Marketing,
Lead Distribution,
Lead Generation,
Market Research,
Print Collateral,
Qualifying Prospects,
Sales vs. Marketing,
Target Marketing,
The Sales Cycle,
Top Producers,
marketing
Too often, I see companies placing the burden of Marketing on the shoulders of their salespeople, obscuring their true function and diminishing their effectiveness.
In The World’s Greatest Sales Team, I imagine a firm which gives salespeople every opportunity to succeed by relieving that burden, allowing their salespeople to do what they [...]
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tagged in Contact Management, Education-Based Marketing, Lead Distribution, Lead Generation, Market Research, marketing, Print Collateral, Qualifying Prospects, Sales vs. Marketing, Target Marketing, The Sales Cycle, Top Producers
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5th April 2010 by
Frank under
Compensation Plans,
Contact Management,
Corporate Transperency,
Customer Relationship Management,
Education-Based Marketing,
Follow-Up Systems,
Lead Distribution,
Lead Generation,
Motivation & Inspiration,
Paperwork Minimization,
Sales Management,
Sales Recruit Early Wins,
Sales Recruit Expectations,
Sales Recruit Interviewing,
Sales Recruit Testing,
Sales Recruiting,
Sales Training,
The Leaderboard,
The Sales Cycle,
Top Producers
Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople.
Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations [...]
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tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Motivation & Inspiration, Paperwork Minimization, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruit Vetting, Sales Recruiting, Sales Training, The Sales Cycle, The Sales Leaderboard, Top Producers
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We’ve all known salespeople who seem to be the the marketing equivalent of “The Natural.”
They know everything; about their offering, their clients, their prospects and their competition. They’re prepared for and calmly overcome every objection.
They never get flustered or seem desperate, never take “no” for an answer. When they are faced [...]
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23rd March 2010 by
Frank under
Compensation Plans,
Contact Management,
Corporate Transperency,
Customer Relationship Management,
Customer Testimonials,
Education-Based Marketing,
Follow-Up Systems,
Lead Distribution,
Lead Generation,
Market Research,
Motivation & Inspiration,
Online Audio,
Online Video,
Orphan Customers,
Paperwork Minimization,
Print Collateral,
Qualifying Prospects,
Role Modeling,
SEO,
Sales Management,
Sales Recruit Early Wins,
Sales Recruit Expectations,
Sales Recruit Interviewing,
Sales Recruit Testing,
Sales Recruiting,
Sales Training,
Sales vs. Marketing,
Sales vs. Production,
Target Marketing,
The Leaderboard,
The Sales Cycle,
Top Producers
This site was born out of frustration.
Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly [...]
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tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, marketing, Most Valuable Profession, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruit Vetting, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, SEO, Target Marketing, The Sales Cycle, The Sales Leaderboard, Top Producers, Zen Selling
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