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As a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was ... Views: 2020
Filling the pipeline with qualified leads is crucial to the growth of your business. As a savvy business owner, you have to put a lead generation system in place that works for you, using powerful strategies to attract more prospects and maximizing the potential of your target market.
Here ... Views: 2014
The type of success you will get to enjoy in your life or business is directly affected by the clarity of your vision, how serious you are about what you want to achieve, the quality of your goals and plans and your daily commitment to carry out goal specific actions, which will help you to ... Views: 2007
As companies fight to attract more traffic to their websites, it can be easy to forget that a strong, user friendly website is equally as important as SEO. If users arrive at the website and their visit isn’t optimal, even a high volume of traffic won’t benefit your company. Your company’s ... Views: 1999
One thing that you should remember in your lead generation campaign is that selling is not an inborn talent. It can be nurtured in almost anyone. What you need are the proper tools and methodology to maximize the learning curve of your potential sales people. You need them to be in their top ... Views: 1991
by: Geoff Ficke
Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise of ... Views: 1987
Do salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and ... Views: 1980
“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.”
Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ... Views: 1969
There are hundreds!… But here are 5 to start you off…
1.THE UNPREPARED TRAINER
Have you ever been on a course where the person running it clearly hasn’t done any preparation? Watching the ‘expert‘ trying to get ready as they train is really entertaining, but a poor learning ... Views: 1964
How frustrating, here you are managing a team of people and yet you are still being held back from achieving your goals. On management training courses all over the country trainers are asked 'how can I deal with poor performance?'
Well the truth is it is not all that difficult, probably the ... Views: 1963
The largest singular issue with selling in a difficult economy is change. There is change in buying power, change in budgets, even change in decision criteria. However, what is not changed, are goals, annual commitments and a desire to excel.
I am willing to bet that you believe that the ... Views: 1961
Credibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility
Keeping it all about the C-Level ... Views: 1952
The cost of international shipping is subject to a number of factors. Furthermore, since shipping companies provide customized packages to customers, rates differ from one customer to another depending on their requirements. There are certain major factors that have an influence on international ... Views: 1923
A couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime.
I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ... Views: 1920
In the movie, "A League of Their Own," the baseball coach talked to his dispirited team, saying, "Of course it's hard. If it wasn't hard, everybody would do it!"
That’s the way it is with selling. It can be hard. But there are four, old-fashioned, sure-fire ways to achieve success at ... Views: 1918
Some motors are specifically intended for trolling, a fishing approach that tends to make use of fishing rods and baits which might be drawn across water. These motors allow fishing boats to generate the least feasible noise so as to not scare away the fish and to make as tiny disturbance as ... Views: 1917
During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better.
Here are seven things you can do to make sure you ... Views: 1902
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people
As a quick review, we went through the first 4 of the 7 forces ... Views: 1901
Fundraising Axioms: Simplified
10 Basic Fundraising Axioms: Simplified
Yes, science, technology and skill sets are necessary to be successful as a fundraiser for nonprofit organizations. However, there are also several very basic axioms which, if followed, will greatly increase your ... Views: 1896
One could make the argument that self-motivation may well be the most crucial ingredient for sales performance. However evaluating motivation in a sales team is a complex matter. It's assumed that most sales reps are motivated by money of course and making their quota every month. However one ... Views: 1896
he words ‘selling for introverts’ are not often enclosed in the same sentence. Indeed, the two are quite mutually exclusive. But a great many introverts find themselves in sales positions, or some other form of customer service, whether retail, food, hospitality, or other.
Most introverts ... Views: 1881
The concept of a loss leader is a fairly simple one. You advertise and sell a product at a loss in the calculated hope that a customer will purchase other items in addition to that one item for an eventual profit. For Example: the local grocery store purchases Cheerios cereal for $2.00 a box. ... Views: 1880
Need to build a high performance sales culture quickly? Have a desire for sustainable sales results? If you are like me, you understand mediocre sales results will implode your business given our current economic environment and competition being so fierce. Additionally, there are far too many ... Views: 1860
President Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their ... Views: 1860
A Changing Insurance Market
In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this:
Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers ... Views: 1848
At one time, it might have seen an oxymoron to use the term “introverted salesperson,” but times have changed.
More than ever before, employers are seeing that selling for introverts is on the rise. The days of the back-slapping, fast-talking salesperson are gone, replaced by a sales staff ... Views: 1842
Your palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name.
Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her.
You pound your forehead in ... Views: 1842
“I’m swamped right now”
“I’m way too busy to do that”
“I’ll need to call you back, I’m way behind right now”…
Does this sound like you?
If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ... Views: 1839
Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ... Views: 1837
1. Sell in the C-Suite
Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he ... Views: 1826
The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ... Views: 1820
One challenge of the new economy is that common business principles and practices that were sufficient on which to build a business just a few years ago, today are not.
Take the case of one of my clients who told me recently, “I’ve been in business for 17 years. And we’ve done well. But now, ... Views: 1817
Richard Branson, the eccentric founder of Virgin Airlines and multiple other businesses is the epitome of "unconventional" businessman. He does things HIS way, he does things the way he feels are right...and with a billion or so in the bank, he's been more right than wrong.
How he lives and ... Views: 1816
I find it astounding that the same sales professionals achieve the top sales results, year after year, whilst others sit back and wonder how they could achieve similar results themselves. When I work with sales teams, I ask one simple question. I ask them if they know who the top three sales ... Views: 1804
We’ve all sat through God-awful boring sales meetings right?
Not exactly a good time, as I’m sure you’d agree…
Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting?
“Positively absurd” you say!
Well, if you are one of the ... Views: 1799
One of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps.
It’s really one of the most popular requests that we get at Sales Management Mastery ... Views: 1797
It is obviously a car that comes after education and home in an individuals 'to-do list' where he/she needs to put in a large amount to make it achievable. But the thing is it is not just the money that you ought to take into consideration, there are lots of other things that need to be ... Views: 1794
www.SalesisSimple.com
The Stretch [stretch] verb def - an unbroken period of time in which you are going to accomplish something.
Remember your favorite "Come from behind, when all the chips are down, able to gain victory anyway" movie? I.e. Rocky, Remember The Titans, Gladiator or The ... Views: 1793
It's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence.
Confidence is a sales person’s biggest ... Views: 1791
Selling a house already sounds quite challenging and complicated. However, most first-time home sellers underestimate how stressful and hard that process is. Just putting your home up for sale and letting the strangers in to walk through it multiple times, look at each corner with a critical ... Views: 1788
Traditional white chef coats are perhaps the most identifiable uniform in the world. While white may not be the color associated with a modern day chef, the coats need to be comfortable and easy on the chef to help them be in their element while whipping up the most lip-smacking recipes for ... Views: 1777
To: Anyone committed to being the best they can be.
From: The Goals Coach
Subject: Greatness
This week remember that greatness is not common. It's not doing what everyone else is doing that makes you great, it's consistently doing what few are willing to endure.
When remaining ... Views: 1775
What makes a seller unstoppable? Is it education, skills or product line? Is it natural talent? Find out exactly what they know…to achieve unstoppable success in your sales.
In business, there are always a handful of people who have the most coveted title. It isn’t the title of CEO. It isn’t ... Views: 1764
Achievement of any channel partner marketing program depends exclusively on the effectiveness as well as devotion of channel partners. You might be undertaking everything suitable for your business however if your channel partners are not that inspired you might still be lacking achieving ... Views: 1762
Sometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line ... Views: 1758
Ever wonder how your sales team is really doing using a whiteboard in sales with customers and prospects? If your staff is dispersed in regions or working remotely, worrying about performance standards could be keeping you up at night.
Sleepless nights? If nightmares about performance are ... Views: 1753
In the early 1900’s con men would try to sell parts of the Brooklyn Bridge to immigrants in the USA. This is what coined the phrase, “If you believe that, I’ve got a bridge to sell you!” Then the Verrazano Narrows bridge, the world's longest suspension bridge formally ... Views: 1750
“an aggregate of functions involved in moving goods from producer to consumer” – Webster’s Dictionary, definition of “marketing”
“to give up property to another for money or other valuable consideration”
Webster’s Dictionary, definition of “selling”
Many new entrepreneurs do not ... Views: 1749
Does your business feel like a roller coaster ride where sales are either at an exciting high or they’re at a panic level low? This pendulum is stressful on your cash flow. It’s also highly stressful on your mindset.
So, what can you do to build a customer pipeline so you can have a steady ... Views: 1746
Unlike real barbed wire being cheaper, easier and quicker to use to get results to better control livestock and land, sales reluctance is costly, stubborn and slows down a salesperson’s success. If a salesperson’s product or service is that valuable, a salesperson will want to have various ways ... Views: 1745