One of the questions I am frequently asked by Sales Managers and Sales Directors is ‘why is it that when my salespeople reach their sales targets, they slacken off or sometimes even stop working altogether?’
[click to read more]
 |
Do sales targets have a negative effect on sales performance?
May 31,2012 6 comments |
|
 |
Rejection – sometimes it really is personal
May 30,2012 3 comments It’s one of the oldest sayings in sales – “rejection isn’t personal”. But sometimes, more frequently than we’d care to admit, it really is personal. As salespeople we need to accept that sometimes people may just not like us or get on with us, and learn to live with that. [click to read more]
|
|
||
 |
Coaching for Performance
May 29,2012 2 comments Sales reps who excel often get promoted to become sales managers. However, just because they were good at selling does not necessarily mean that they will be as effective in managing sales people. It is true that to be an effective coach, you do need to know how to play the game. [click to read more]
|
|
 |
Overcoming fear in sales and every other area of your life
May 29,2012 3 comments The experiences we imagine may happen or they may not happen, but by imaging that they will, we create fear. If you don’t believe me, take out half an hour and list as many situations as you can think of when you were scared of what might happen if you did something – but you did it just the same. Then place a tick against those situations where what you feared would happen, did happen. I’m betting there are going to be very few ticks! [click to read more]
|
|
||
 |
Leveraging the Power of Referrals
May 28,2012 2 comments Existing 'satisfied' customers potentially represent a huge untapped asset for sales people. Think about it. It is rare to get a negative response when you ask people how they like their expensive new car, even if they are less than thrilled with it. The point being, even unhappy customers want to validate their choices. [click to read more]
|
|
 |
Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It
May 27,2012 4 comments I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. [click to read more]
|
|
||
 |
How to Say Thank You After Your Big Sales Presentation
May 27,2012 8 comments You nurtured the relationship, you cold called your dream client and made an appointment, you diagnosed their needs, you built the relationships, and you built a shared vision of a better outcome. [click to read more]
|
|
||
 |
When the going gets tough… do you get going?
May 23,2012 6 comments Let’s face it… there is stress in our lives. If you are dependent on closing sales to feed your family, there can be a tremendous amount of stress until you made your budget, quota or income for the month. And that stress returns month after month after month. [click to read more]
|
|
 |
How To Become A Successful Negotiator
May 22,2012 2 comments Engineering successful negotiations hinges on how familiar you are with the basics. There are three basics to successful negotiating [click to read more]
|
|
 |
When It's Time for Your Business to Go Big or Go Home [Infographic]
May 21,2012 1 comments "There is something to be said for keeping everything under one roof, even if it is a very big roof." - Jay Goltz NYTIMES |
|
 |
Adjacent Storytelling
May 19,2012 2 comments Often when I speak with other marketers, they complain that their brand, products or services are just not “sexy enough”. They are interested in social media and in producing content but simply cannot find the angle to make their brand shine. [click to read more]
|
|
 |
The Value of Exemplary Customer Service [Audio]
May 18,2012 3 comments Podcast by Diane Helbig. Jim 'Mr. Energy' Smith will be joining us today to discuss the value of exemplary customer service. Jim is an outstanding trainer, speaker, and bestselling author. He is the president of JIMPACT Enterprises and travels the world bringing his unique style to corporations in need of improvement and change. Listen to podcast [click to read more]
|
|
|
|
Benefits of Online Customer Communities: new research shows
May 18,2012 2 comments According to a survey, every second of the top 100 global brands host a so-called on-line community. But is it really worth investing? The answer is... YES, says the Strategy and Business Magazine. [click to read more]
|
|
 |
Say Hello To The Bogey-Man – A Negotiator’s Best Friend
May 17,2012 3 comments As a negotiator, the key to your long-term success is to have a number of different techniques that you can use when a situation calls for it. One way to think about this is like a carpenter who has a tool belt with his most commonly used tools on it. [click to read more]
|
|
 |
Five Social Media Tools I Use Everyday
May 17,2012 6 comments Just when I think that the world of social media has settled down – that I understand the linkages, measurements, approaches and benefits – something new comes along to upset my apple cart. That means that I am constantly juggling old with new, testing and learning and attempting to map past successes against new tools and techniques. |
|
 |
Stop Losing Sales, Part 2 [Video]
May 17,2012 3 comments In Part 2 of STOP LOSING SALES, John continues to demonstrate how any sales professional can turn around lost sales and ""profit' from almost all sales and all selling relationships, regardless of whether a customer initially buys. It is recommended to watch Part 1 first if you have not already done so.
[click to read more] |
|
||
 |
The Power and Manner of Tone
May 16,2012 2 comments I believe that tone comes from the stuff inside of you. It displays attitudes, beliefs, and character. One can seem bright and cheerful or dark and foreboding. I also believe tonal quality stems from a conscious choice we make - to be selfish or to make things better. [click to read more]
|
|
 |
What Do You Think?
May 16,2012 2 comments Are customers more likely to spend more now (or less)? [click to read more]
 Share your opinion, ideas and insight |
|
 |
Lead Generation: Cold Calling, and Networking
May 15,2012 3 comments Every single LinkedIn Group concerning Sales and Sales Management always seems to have a strong continuous discussion about Cold Calling. Is it dead? I had an intensive discussion with one of my very sharp business owners, who has had difficulty with lead generation for sales people, and a particular area is successful cold calling. [click to read more]
|
|
|
|
Debunking the myths of non-verbal communication
May 14,2012 6 comments 93% of communication is non-verbal. Everyone knows that. One study at UCLA indicated that up to 93 percent of communication effectiveness is determined by nonverbal cues. The trouble is – it’s not true. |
|
||
connect with us
popular
-
The Best Salesperson Has the Highest Emotional Intelligence
May 13,2011
-
22 Effective SEO Tips to Optimize Your B2B Website
January 05,2012
-
5 Questions to Find Out if Someone Is a Good Negotiator
April 11,2013 by Jim Anderson
-
Cost of poor quality
December 09,2011
-
Is Marketing Now Sales?
July 29,2011
-
Cellular Jerks: Where Are Your Mobile Manners?
August 30,2012 by OnlineCollege
-
Why A Missing Person May Be A Negotiator’s Best Friend
September 03,2012 by Jim Anderson
featured experts
-
John Von Achen has become a legend when it comes to helping individuals and organizations achieve their maximum performance More »
-
David Steel For nearly two decades, marketing visionary David Steel has taught companies how to engage customers and prospects to drive sales More »
-
Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete. More »
-
Jason Forrest one of Training magazine's Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. More »
-
Lien Brusselmans Lien now is working as Marketing Manager at Engagor, an online tool for social media monitoring, analytics and engagement More »
-
Michael Goldberg has helped thousands of sales producers generate hundreds of thousands of dollars to their bottom line. More »
-
Bill Lee is author of The Hidden Wealth of Customers (Harvard Business Review Press, 2012) More »