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Selling Is Neither Unknowable Wizardry Nor Chemical Reaction.

May 16, 2012 by Trish Bertuzzi
with 8 views
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Image: zooboing/FLickr

In recent years, there has been tremendous discussion and discovery around Sales as science, not art. I believe this to be true - at least in part. Sales is no longer a black box; a magical alchemy known only to the Sales illuminati. [read more]

10 Lessons I Learned in My First 10 Years in Business

May 16, 2012 by Zeke Camusio
with 23 views
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Here’s what I learned: always do what’s best for your client. Your reputation is the most important thing you have. [read more]

10 R.E.A.L.™ Sales Tips and Reminders

May 16, 2012 by Jonathan London
with 24 views
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Remember that we are not selling a product or service. We are selling a product or service that helps people get what they want (desire) or avoid what they don’t want (fear). [read more]

How I Disappointed a CEO

May 15, 2012 by Louis Foong
with 26 views
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The reason I disappointed this CEO was because he was looking for a magic potion to accelerate demand generation, boost lead pipeline, and increase conversion [read more]

The Challenger Sale: How to avoid upsetting the customer

May 15, 2012 by Michael Harris
with 45 views
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To find out how to challenge the customer's thinking, without challenging the customer, I asked Matt Dixon, co-author of the Challenger Sale and Executive Director of the Corporate Executive Board, for the answer. (Click here for video interview). [read more]

Are You Trying to Win the Sale or Win the Order?

May 14, 2012 by Andy Paul
with 41 views
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Here is something that most sales training doesn’t teach you: your prospects make up their minds which seller they are going to buy from fairly early in their buying process, often long before they hand out an order. [read more]

Sales Team Development – The “Total” Approach

May 14, 2012 by Jonathan Farrington
with 38 views
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Companies with internal training departments do provide guidance, but sales training is quite different from designing and delivering training to other constituencies within an organization, such as customer care, technical support, or human resources. [read more]

3 Sales Tips From Two-Year Olds

May 14, 2012 by Lori Richardson
with 17 views
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I got into professional, business-to-business selling and made a wonderful career out of it – but what I learned from two-year olds stayed with me years later. It was reinforced after hanging out with one special guy I call Vitamin E this past weekend. [read more]

Why Call Center Training, By Itself, Doesn’t Work

May 14, 2012 by Dr. John R. Miller
with 46 views
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Training call center agents in a set of soft skills does very little to actually increase customer satisfaction and customer loyalty scores. In virtually every situation where I have purchased or provided training for call center agents as a stand-alone component, the initiative has had sporadic results at best. [read more]

Prospecting Emails That Suck

May 13, 2012 by Mark Hunter
with 76 views
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It happened earlier again today.Among the hundreds of emails I receive each day — both solicited and unsolicited — came what I’ll call the “stupid email of the day.”If you’re going to prospect via email, don’t go putting out an email that says “just checking in.”  Come on, get real and quit being stupid, thinking something like this... [read more]

Foolish Consistencies and Dull Routines

May 11, 2012 by Jonathan Farrington
with 15 views
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If you program your mind with images of failure, you will fail. Conversely, if you build a bank of success images, your computer will direct you to success. [read more]

Perhaps There’s No Such Thing as Solution Selling - Only Solution Buying

May 11, 2012 by Bob Apollo
with 21 views
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Image: photosteve101/Flickr(creative commons)

Surely the most that we can creibly claim to do - in most situations - is to help them solve the problem. How could any rational person (and I include most of my readers, and occasionally the author of this blog, in that category) argue otherwise? [read more]

How to be Successful in Cold Calling

May 10, 2012 by Chelsea Ralston
with 226 views
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Image: ARENA Creative /Shutterstock

Let's be honest: Cold Calling is hard.Image When making 100+ calls a day, it is easy to become discouraged and burnt out, especially when some jerk takes his frustration out on you. [read more]

Increase Your Sales By Saying No

May 10, 2012 by Kelley Robertson
with 63 views
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Not every sale is created equal. Some leads and opportunities are low in value–both in revenue and in margin or profit–whereas other deals have great potential in both areas. Plus, not every customer is created equal. [read more]

The Other Rejection - How Salespeople Struggle to Cope

May 9, 2012 by Dave Kurlan
with 28 views
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 Photo - Fever Pitch on PhotoDune

 

 

 

Five years ago, Passive Rejection wouldn't have been an article topic because back then, it was rare to not get your repeated calls returned. By contrast, today it's unusual when a prospect returns one of your first 5 voice mail messages! [read more]

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