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Articles from Casey FitzGerald | Selfgrowth.com
- Building a sum even greater than its parts: Why it’s essential to create a cohesive sales team. - by Submitted on Apr 24, 2012 from Casey FitzGerald“Coming together is a beginning, staying together is progress and working together is success.” Henry Ford, one of the great industrialists of the 20th century, said that about the importance of teamwork and of how it applies to businesses of all sizes. Today’s economy is more diverse and ...
Views: 68 - Debunking the perfect sales process myth: Three steps to help you to better meet the unique needs of every customer or prospect - by Submitted on Mar 29, 2012 from Casey FitzGerald“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems. There is no such thing as a perfect sales cycle, or a perfect sales process that you can ...
Views: 51 - The key to better decision making: knowing the difference between what you know is true versus what you feel is true. - by Submitted on Mar 29, 2012 from Casey FitzGeraldIn business, your success hinges on the decision-making process you use to solve problems. Sound decisions are determined by making the right choices for the right reasons from a range of potential options. Not only does this influence where your company or your sales team is heading, the ...
Views: 58 - Price, Price, Price!!! Six steps you can take to keep cut-rate competitors from stealing your customers - by Submitted on Mar 01, 2012 from Casey FitzGeraldIn this article we are going to take a closer look at an all-too common problem: what you can do to close an existing customer when your competition keeps lowering their price. All sales reps face competition. And nothing is more frustrating than having your competition offer to sell to your ...
Views: 70 - Smartening up your message as part of your sales strategy for success. - by Submitted on Feb 16, 2012 from Casey FitzGeraldHow do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days. Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your ...
Views: 115 - Three things you must do before putting pedal to the metal and accelerating your sales Three things you must do before putting pedal to the metal and accelerating your sales - by Submitted on Feb 16, 2012 from Casey FitzGeraldHaving a well-oiled sales team and a great product ready to launch can fill your head with a lot of tempting plans. Just like finding a shiny roadster waiting in your garage on a sunny day and that wide open road beckoning, the urge can be irresistable to turn the key, hit the accerlator and see ...
Views: 74 - Why creating great content needs to be one of your top goals - by Submitted on Jan 12, 2012 from Casey FitzGeraldIn today's market, you and your organization are more than sales professionals: you’re subject experts who can offer something of value to customers and prospects. That is why it’s so important to create a base of thought leadership in your work: transcending what you are selling, and ...
Views: 83 - Closing practices engineered to sell more in less time - by Submitted on Dec 13, 2011 from Casey FitzGeraldHere at Engage Selling, we continue to watch closely how the marketplace is changing. So much has happened in a short period, such that today is a really exciting time to thrive if you’re prepared to respond to wisely to trends while emulating timeless approaches that work. Among the key ...
Views: 95 - Build rapport to navigate enterprise organizations - by Submitted on Nov 14, 2011 from Casey FitzGeraldYou know the old adage about how it’s unwise to put all your eggs in one basket. That wisdom applies just as much to sales today. As you may have heard me say before, one is the most dangerous number in sales. You are at risk if all of your information or all of your business comes from a single ...
Views: 141 - The power of being an insider: thought leadership - by Submitted on Nov 14, 2011 from Casey FitzGeraldWhether you are a selling professional or the head of a team of sales reps, if you want to consistently meet and exceed sales targets in your organization, there are fundamental business habits that you need to emulate every day. As a seasoned sales trainer and coach, I would like to share with ...
Views: 117 - Digging Deeper for a Lasting Connection: The Client Engagement Process for Large Accounts - by Submitted on Oct 06, 2011 from Casey FitzGeraldThere are big changes taking place in the marketplace today in how to successfully manage large enterprise accounts. To think like a businessperson who sells—rather than a salesperson who just does business—you must pay careful attention to managing every one of your accounts strategically. ...
Views: 59 - Building a winning strategy for selling to large organizations - by Submitted on Oct 06, 2011 from Casey FitzGeraldPrivate coaching clients are telling us regularly how important it is for them to broaden their skills to do a better job of thinking strategically and managing large accounts. Those are areas that we are focusing on increasingly here at Engage Selling. I recognize—just as you do—that so much ...
Views: 61 - The Truth, the Whole Truth, and Nothing But the Truth - by Submitted on Sep 27, 2006 from Casey FitzGeraldAsk most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, ...
Views: 152 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 122 - Stand Up – and Stand Out: 12 Ways To Get Your Prospects to Call You Back - by Submitted on Jul 17, 2006 from Casey FitzGeraldNo matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. ...
Views: 105 - The Fine Line Between Persistence – and Stalking! - by Submitted on Feb 28, 2006 from Casey FitzGeraldIn sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and ...
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