It never ceases to amaze me how many Sales Management Mistakes can be made by small business and medium size businesses. How many times have you heard that “I just can’t find good sales people?” Is it because Sales Management is spending its time growing the business instead of trying to grow the Sales People.
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Sales Management Mistakes
Apr 30,2012 4 comments |
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When Relationships Hinder Business
Apr 30,2012 2 comments Does it make a lot of sense to be afraid to ruin a relationship with a customer by being straight forward and asking for the business? I think it makes no sense at all. If we truly believe in what we are selling AND we are committed to being customer focused [click to read more]
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Love Letters
Apr 29,2012 1 comments Are you known for the widgets you sell or the people you love? [click to read more]
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FedEx Ad: Two Sided Paper
Apr 28,2012 5 comments A boss is so inspired by the FedEx "green solutions" — including more electric trucks, lower-emission planes and more recycled shipping materials — that he adopts a new dual-sided printing policy.
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Senior Executives and Social Media Phobia [Audio]
Apr 27,2012 5 comments Today's podcast is on social media phobia and why senior executives are afraid to embrace the use of social media in their organizations. Many have expressed to me the harm that can come from being social. What they don't realize are the risks of being left out of the conversation. Have a listen and let me know what your thoughts are on this? Listen to podcast [click to read more]
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Sellers Can Learn About Luck From Caine’s Arcade
Apr 27,2012 3 comments This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. [click to read more]
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Closed Forever, Part 1 [Video]
Apr 26,2012 2 comments Have any, so called, loyal customers that you have seen bounce recently? It happens (especially in the tough times), but it should not happen often. There are a number of actions you can take to keep your customers closed after the initial sale and keep them from experiencing buyers remorse. John will share with you what he does to make sure his customers stay sold initially and long after they have said yes.
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5 Ways to Promote Sales Through Social Media
Apr 26,2012 1 comments Social media is a great way for small business to interact with their customers and promote sales. Take the leads you gain from your social media efforts and manage them in a simple CRM and sales tracking app like Base. [click to read more]
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Customer Service Tip: Offer Your Customers an Amenity
Apr 25,2012 2 comments Customer service is about creating value. One form of value is offering your customers an amenity that they might not get from your competitor. Merriam-Webster defines an amenity as, “something that conduces to comfort, convenience or enjoyment.” [click to read more]
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Has Selling Changed? Is It Time For Out With The Old & In With The New?
Apr 25,2012 6 comments A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore. |
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What Do You Think?
Apr 25,2012 4 comments |
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Marketing Research Chart: Top-rated tactics for developing value propositions that resonate and convert
Apr 25,2012 3 comments Our research finds that 69% of B2B firms have established value propositions, which clearly communicate what your company does, and the unique benefits you have over the competition. [click to read more]
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Sales Challenge #40
Apr 24,2012 3 comments Not knowing how to close can be a killer to your sales process. In many cases, all you have to do is ask a direct question. What is your direct question to close a sale? [click to read more]
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...to SELL WELL
Apr 23,2012 4 comments “If you are not taking care of your customer, your competitor will.” – Bob Hooey The WELL Question: Which customers will you take extra steps with this week to ensure they are not only satisfied . . . but loyal as well?  |
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Aligning Performance Levers for Breakthrough Sales Results
Apr 23,2012 2 comments With a few minor changes for publication vs. presentation, this is a presentation that I gave recently at the Dallas ASTD Southwest Learning Summit for their sales training track. [click to read more]
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Google Analytics In Real Life - Online Checkout [Video]
Apr 21,2012 6 comments What would happen if an online shopping experience was played out in the real world? Check out this re-enactment from the Google Analytics team.
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How to Avoid Being Cheated! [Audio]
Apr 20,2012 0 comments Drew Stevens talks about how to accelerate and dramatically increase revenue by using social media tools. Listen to podcast [click to read more]
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Friday afternoon. . . Lessons learned
Apr 20,2012 2 comments It’s been a long week to say the least. You’ve been working hard, putting in extra hours. But it also feels like one of those weeks where it’s one step forward and two steps back. Yes, you know what I’m talking about. We have all been there. [click to read more]
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4 Quick Tips to Help Employees Deliver Your Social Media Message
Apr 19,2012 10 comments Many businesses are jumping on the social media bandwagon, utilizing Facebook, LinkedIn, Google+ and Twitter to promote business. Often one of the biggest challenges in creating social media campaigns however is spreading the word. One easy solution lies within your own assets – Specifically your employees. [click to read more]
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Rejection No More, Part 2 [Video]
Apr 19,2012 28 comments John continues looking at how you can reduce the refusal and rejection you encounter AND how to use refusal and rejection to your advantage. Especially considering the economic crisis all salespeople are dealing with, this episode (and Part 1 of course) can have a powerful impact on how you sell and how much you sell this year.
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