presentations posts, articles, and infographics

How to Identify the Decision Maker – Fast!

April 30, 2012 by Mike Brooks
with 69 views

If you have to make cold calls and you don’t know the decision maker’s name – you’re going to love this proven technique (and you can still use it even if you do!). [read more]

What Makes Dumb Sales Questions Dumb?

April 25, 2012 by Andrew Rudin
with 56 views

Image: iQoncept /Shutterstock

Questions aren’t dumb. But timing, context, and intent make them seem dumb. Instead of studiously avoiding questions others impugn, salespeople should focus on avoiding situations and actions that make their questions project poorly. [read more]

[Video] A Surefire Way to Differentiate From Your Competitors

April 17, 2012 by Jill Konrath
with 134 views

Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business. [read more]

Customer Care is the New Mainstream

April 5, 2012 by Alex Hisaka
with 81 views

Image: Ayubansari /Shutterstock

In today’s world, any business can connect to its customers via many channels -- email, Facebook, Twitter, phone, live chat, web -- and the technologies to do this are available and within reach of even the smallest of small businesses. Where a sharp business focus on customer satisfaction used to be a rarity, it’s now commonplace. [read more]

Are You Asking the KILLER Sales Questions?

April 3, 2012 by Frank Belzer
with 93 views

Most of you realize that I am a real believer in the power of questions. The role-plays that we conduct at Kurlan & Associates, Inc., as part of a training kick-off, always result in my hearing, “I need to ask better questions of my prospects.” This book assists with filling that need. [read more]

8 Tips For Perfecting Your Elevator Pitch

March 21, 2012 by Zeke Camusio
with 129 views

Whether you’re in sales, run your own business, or have an idea for a killer start-up, mastering the 90-second “elevator pitch” should be at the top of your to-do list. Here are some tips for presenting your message quickly and efficiently. [read more]

The Sign of a True Sales Pro - Admitting We’re Never Too Good for Coaching

March 20, 2012 by Kathleen Steffey
with 46 views

Photo: John Brooks/Flickr(creative commons)

We had over an hour discussion on the objective of making calls, how to put the focus on the caller instead of our own excitement about what we do, asking good questions and being a great listener. [read more]

The Power of Silence in Negotiating

March 16, 2012 by Kelley Robertson
with 271 views

Image: Courtesy of author blog

Many sales people—myself included—find dead air or silence during a sales conversation a difficult concept to manage. I know that I feel extremely uncomfortable when a period of silence engulfs a sales conversation. [read more]

Number One Presentation Tip - It Might Be Don't Present!

March 14, 2012 by Frank Belzer
with 38 views

CEO's have their own special needs and sales VP's have a whole different set of concerns. We need to adapt our offerings not only to company we are talking to but also to the person we are speaking with. We need to shift the focus to their needs, passions, concerns, frustrations and goals. [read more]

Have You Seen Yourself From The Customer’s Side of The Desk?

March 1, 2012 by Miles Austin
with 57 views

Image: picsfive - Fotolia.com

I met a terrific new contact last week that asked the following question of me: “Can you suggest a tool for practicing phone skills and face to face conversational selling skills? My answer was absolutely, there are several easy ways to accomplish this. [read more]

Trade Show Booth Etiquette: How To Be A Good Host

February 15, 2012 by Bryna Kelly
with 83 views

Image: Courtesy of author blog

When you are exhibiting, you must put yourself in the mindset that all the prospects in the hall are your guests. If you were hosting a party in your home, no matter the occasion, you would go out of your way to accommodate every single guest. [read more]

Metaphor Shapes Obama's Selling Points

January 27, 2012 by Anne Miller
with 52 views

Photo: Anna/Flickr(creative commons)

What do you do to sell your idea of unity to an audience that is diverse, divided, and, in many cases, downright hostile to you and your views? Engage them immediately through metaphor. That is exactly what President Obama did in his State of the Union speech. [read more]

What's A Picture Worth?

January 14, 2012 by David Armano
with 89 views

Just updated my "Visual Thinking Archive" on Flickr. It provides a variety of frameworks, visual thoughts and non text based strategic thinking would could apply to a variety of business cases.What's a picture worth? It's up to you to determine the worth.For me, it helps the thinking process. [read more]

Get on the Podium in 2012

December 16, 2011 by Steven Rosen
with 31 views

Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. Good solid traits that they will need to succeed in their field. So it’s not surprising that when I sit down with sales managers to discuss their goals for the next year, one of the most common themes... [read more]

How Science is Changing Sales As We Know It

November 18, 2011 by Koka Sexton
with 470 views

Image: Courtesy of author blog

Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Imagine going to a doctor that is still practicing medical advice from 1990? Sure they can give some insights and may even be able to help you with whatever is troubling you but their ability to make an impact on your health is determined on old information. [read more]