One of the best strategies to gain increased engagement with a prospect or customer is to approach them with three thoughtful, relevant ideas about how you can help their business. In this way, you’ll drive an agenda favorable to your business, increase your credibility as a strategic partner, and differentiate yourself from the competition. I […]
Tag Archives: sales
Selling Like a Rookie
I believe the selling season lasts year round. Thousands of companies need help and will buy your products regardless of the time of year. That said, your industry most likely has an exceptionally busy month or quarter when many new clients buy your services. In effect, you are always working for three time frames… the […]
The cost of a lead in 2010
What is the cost of a quality lead in 2010? Recently I was invited to a luncheon at a well known 5 star restaurant to listen to three executives tell me how their product (err, ahem, I meant SOLUTION) was more powerful with greater breadth of capabilities that “point solutions” from their competitors. The interesting […]
What would you do to insure certain success?
What would you do if you knew doing it would prevent failure? No matter what your role in your company, persuasion is the only thing that you will get paid for. Some say that “everyone sells”. Selling = persuasion does it not? The new car you tell your friend about as fast, fast, fast. The […]
The SALES Snow Job…
“Git yer shovel and hipboots, Mollie. That slick sales guy’s back agin.” When did you last encounter a slick, fast-talking sales-person who answered your questions like he was snapping a towel? A car dealership? Discount furniture store? Are these stereotypes? Sure, but the examples serve a purpose because they bring the worst images of sales […]
The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales force are reducing sales positions, marketing staff, and support functions. These actions, in turn, are reducing customer relationships and market reach. So how do you address the critical issue of reducing […]
Selling in a downturn : Playing to win over the competition
“Reduced spending by consumers and businesses expected through 2010”… “Household wealth falls by trillions”.. “Another increase in jobless claims”. These are the business headlines of today. They can strike fear in our hearts – we the executives and business owners, managers and entrepreneurs that are trying to succeed in this economy or they can be […]
Finding and following your passion…
I’ve been blessed. I have the perfect job for me. The funny thing is, it happened by accident. Well, maybe not an accident, but it was not a choice I made initially. Let me explain. My wife and I had just finished building a home and three months later, the President of the company I […]
Be a Star, not a sales pretender
There are millions of sales people in the world, yet 20% of them drive 80% of the sales revenue and profits. Why is that? Why do so few drive the volume while so many just go through the motions? The Sales Executive Council ™, a few years ago, published a white paper on research of […]
