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Networking – a dirty word? Think again… - By Eugene WhelanDriving yourself to perform: If not you, then who? - By Eugene WhelanWe’re getting ENGAGED… But does it always lead to Happy Ever After? - By Eugene Whelan- Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1087(4 votes) - Setting the Bar Higher As a Top Sales Manager - by Submitted on Dec 18, 2009 from Ralph BurnsI just love the "corporate sales buzzwords" don't you? Some of my personal favorites: "We need to start thinking outside the box" "Let's take a deeper dive on that..." "We need to give it 110 percent!" "Let's create a win-win for the customer" "It's all about change management" "Let's ...
Views: 1101(1 vote) - The 4 Areas of Essential Sales Skills - by Submitted on Jul 09, 2011 from Todd CohenFor an organization to sustain continued growth and success, sales must occur at a continuous rate. If there is a sales culture within an organization, then it is more likely to find success over a long period of time. A company where every individual has the necessary skills to understand and ...
Views: 973(1 vote) - Why a Sales Manager Must Evoke "The Law of Reciprocity" - by Submitted on Dec 18, 2009 from Ralph BurnsFor our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return. It is in essence: "you reap what you sow". This is an irrefutable law and one that you should teach your ...
Views: 972(1 vote) - Why Sales Managers Need to Make Regular Deposits in "The Trust Account" - by Submitted on Dec 18, 2009 from Ralph BurnsIn your bank account, you have an ATM card that only you have the PIN number to access the account funds. Every week, you make regular deposits and withdrawals into your account. Base salary deposits go in regularly through automatic deposit, while bonuses and commission checks go in ...
Views: 817(1 vote) - 7 Key Stages to Building a Customer Pipeline - by Submitted on May 02, 2013 from Yoon CannonDoes 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: 1489(1 vote) - A Salesman Sharing on his Birthday - by Submitted on Mar 09, 2018 from Sanjay SinghToday is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world. Game changers in my Sales Career “Sales” is a profession. You cannot do ...
Views: 1112 - A Salesman Sharing on his Birthday - by Submitted on Mar 09, 2018 from Sanjay SinghToday is my 53rd Birthday. I take this occasion to share 33 Secrets of Selling that I have learnt over the last 33 years of hands-on experience in sales management training as its most ardent student in this world. Game changers in my Sales Career “Sales” is a profession. You cannot do ...
Views: 1118 - Sales Training: Back To Basics - by Submitted on Jul 14, 2008 from sheila MulrennanYou’re walking in a mall when suddenly someone comes up to you and gives you a flyer while saying something about a product or service. You keep walking and he keeps walking with you? What do you do? What do you think about the sales person? What did you think about the product? This ...
Views: 2578 - "I Do!" Make Better Offers To Your Sales Candidates - by Submitted on Oct 13, 2008 from Lee SalzThe offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase. After a lengthy screening process, the hiring committee feels they have found the right sales candidate for the ...
Views: 943 - *** 3 Sales Tips to Surviving an Economic Downturn... - by Shhh…can you hear that? That growing noise you hear is either our once strong economy coming to a screeching halt or the sounds of economic experts offering up their noisy opinions. As a former Macroeconomics professor, I know if you ask 5 economists their thoughts on the direction of the ...
Views: 2035 - ***3 Lessons From Successful Sales Teams In A Down Economy - by Submitted on Oct 31, 2008 from Rod McKinniswww.SalesisSimple.com I agree…it has been a challenging year for most sales organizations. However did you know there are some sales professionals and organizations that are actually thriving in this environment? It’s true. How are they fortunate to excel? Is it luck? Hold that thought… As a ...
Views: 1164 - ***5 Simple Tips To Sell Our Way Out of This Crisis... - by Submitted on Feb 03, 2009 from Rod McKinniswww.salesissimple.com Pres-sure [press-er] verb def. - the exertion of force by object in contact with it. OK Sales Reps, Sales Managers, Directors and Entrepreneurs...a show of hands - how many of us are feeling the pressure right now? Agreed! As a Sales Management Consultant, I see the ...
Views: 1011 - ***6 Simple Steps to Creating a High Performance Sales Force - by Submitted on May 07, 2008 from Rod McKinnisNeed 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: 1611 - ***A time to be thankful – there are more reasons than you may think… - by Submitted on Mar 27, 2014 from Eugene WhelanIt’s all too easy to moan isn't it: about the weather, about the state of the country, about our jobs and even our general lot in life? But there are times when something happens to make you stop and think and realise that you have a lot or (or maybe just a little) to be thankful for. That ...
Views: 8247 - ***Attitude is everything – especially when it starts to affect results - by Submitted on Mar 27, 2014 from Eugene Whelan"The pessimist complains about the customer, the optimist expects him to buy, the realist adjusts the attitude to the customer for the sale." Let's look at these three points a little more closely, shall we? In general, most people aren't particularly aware of their own attitude. They may ...
Views: 4795 - ***C-Level Relationship Sales Tips – Increase Sales by Stealing Competitors’ Accounts - by Submitted on Feb 18, 2011 from Sam ManferIncrease your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ...
Views: 2071 - ***C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers - by Submitted on Nov 16, 2010 from Sam ManferPeople block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ...
Views: 2343 - ***C-Level Relationship Selling – Gaining the Confidence Required for Selling High - by Submitted on Apr 26, 2011 from Sam ManferIt'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: 1564 - ***C-Level Relationship Selling – Identifying the Ultimate Decision Maker - by Submitted on Aug 25, 2010 from Sam ManferDetermining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ...
Views: 2491 - ***C-Level Sales Training – It’s Not a Sale Until the C-Level Sings Yes - by Submitted on Jun 15, 2012 from Sam ManferLet me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the ...
Views: 2893 - ***Hiring Salespeople? Quick Tip on Reducing "Hires Remorse"... - by Submitted on May 07, 2008 from Rod McKinnisOK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys. ...
Views: 889 - ***Sales Management Training - Managing Lead Generation / Sales Prospecting - by Submitted on Jul 07, 2009 from Sam ManferPart I, Active Networking For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, ...
Views: 2030 - ***Surviving The Sales Stretch... - by Submitted on Mar 12, 2009 from Rod McKinniswww.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: 1516 - ***Want Better Sales Results from Your Sales Staff? Stop the Pain! Check the Sales Process… by Rod McKinnis - by Submitted on Feb 28, 2009 from Rod McKinniswww.SalesisSimple.com While listening to news radio the other day, a Sales Guru serving as a guest of a talk show was asked to offer his advice given the current economic environment. He stated he has some VERY valuable advice for business owners to assist them through the crises - the show ...
Views: 1218 - ***Why 83% of Sales Teams Fail and What to Do About It - by Submitted on May 07, 2008 from Rod McKinnisAs a Sales Management Training consultant I’ve seen companies make some costly mistakes in regard to sales. How do I know? In 1998 as a pioneer for converting a reactive customer service team of a Fortune 500 conglomerate to proactive sales force, I made similar mistakes. Mistakes ranging ...
Views: 995 - - Increasing trend of trench boots: How can manufacturers boost their sales? - by Submitted on Jan 31, 2012 from Clara jamesTrench boot manufacturing business is surging as one of the most profitable businesses. It is an old concept that trench or combat boots are only worn by the soldiers. These boots are worn by people who need to add a bit of funky and raw touch to their dressing. Celebrities and sports stars also ...
Views: 1190 - 10 Advantages of Sweepstakes and Contests - by Submitted on Jan 11, 2018 from Furqan ArshadEvery company is striving to get hold of better clientele through different sources. The competition has got higher with the rise of the online industry where people have many products and services to choose from. Social media is good way to get people’s attention that is widely used by the ...
Views: 3117 - 3 Keys to Reaching Your Financial Goal in 2011 - by Submitted on Jan 14, 2011 from Mike BrooksI don’t know about you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet ...
Views: 785 - 3 Propaganda Marketing Techniques To Sell Anything At Mind Bending Speed - by Submitted on Jul 25, 2011 from Michael LeeThere are a lot of propaganda marketing techniques being used by businesses big and small to get more customers. Some of these techniques are positive, while others are negative. Since negative propaganda doesn't really help anyone in the slightest (especially when you consider its long-term ...
Views: 3619 - 3 Simple Ways “Time-Crunched” Professionals Can Manage Social Media Marketing - by Submitted on Oct 25, 2012 from Brad SmithSocial media presents one of the best opportunities to speak directly with existing and potential customers. It’s easier than traditional PR, and dramatically cheaper than mass-media advertising. But there’s still millions of websites, so there’s a lot of noise you have to break ...
Views: 1565 - 3 Steps to Quickly Build Credibility When Selling To C-Level Executives - by Submitted on Nov 30, 2016 from Sam ManferCredibility 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: 1492 - 3 Vital Factors of Sales Negotiation Training That Work Like Gangbusters - by Submitted on Jul 10, 2009 from Michael LeeThis sales negotiation training article will serve as your guide on how to become the most effective sales negotiator you can be. But this requires discipline and a hunger for success. This requires you to stick with the regimen this article suggests and trample down obstacles that hinder you ...
Views: 1923 - 4 Proven Methods to Motivate Salespeople…Gently - by Submitted on Aug 31, 2010 from Ralph BurnsGreat leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ...
Views: 1309 - 4 Quick Tips On How To Sell Authentically - by Submitted on Apr 04, 2015 from Diane Yochelson"Sales-y." Just the sound of the word is irritating. Yet if you don't get out and meet people to share what your business is all about, how will you generate customers and keep doing what you love? It all starts with YOUR beliefs and perspective. Are you selling or serving? What comes to mind ...
Views: 1391 - 4 Simple Steps for C-level Selling - by Submitted on Mar 14, 2017 from Sam ManferThe main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never ...
Views: 1303 - 4 Ways To Keep On Selling ... Even In The Tough Times - by Submitted on May 28, 2015 from Dr. Alan ZimmermanIn 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: 1616 - 5 Point You Should Know To Bargain On Black Friday - by Submitted on Jul 24, 2008 from Gary ZivkovichIn USA, people are always looking for saving more from the shopping. People are looking more benefits of festivals and save time on shopping for the better products. Black Friday is one of the important time for every Americans to get the better coverage. It is important for the customer to ...
Views: 742 - 5 Proven Sales Rewards for 2011 - by Submitted on Jan 13, 2011 from Ralph BurnsOn this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes. A few ...
Views: 1436 - 5 Quick Tips For Introvert Sales People - by Submitted on Feb 21, 2013 from Alen MayerAt 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: 1603 - 5 Steps To Successfully Hiring Salespeople - by Submitted on Jun 27, 2008 from Transform, Inc.Hiring salespeople is more an art than a science, and too often business owners want to know the exact formula for hiring the right salesperson. To be successful, you must devote some time upfront to developing an effective hiring strategy for your particular business. Here are some ...
Views: 876 - 5 Things to Learn in Sales Training Courses That You Can Apply in Job Hunting - by Submitted on Jun 04, 2012 from David AlexanderJob hunting is similar to selling and you will realize that the challenge is tougher to those interested in sales positions. Naturally, employers are expecting that you can convince them to “buy” your services. Hence, you can’t stay complacent during the application process and promise that you ...
Views: 2248 - 5 Ways to Significantly Increase Your Sales - by Submitted on Jun 04, 2019 from Derrick Welch1. All sales leads must be followed up If you are spending money to generate sales leads, you damn well had better make sure that every lead is followed up; you must have a way to ensure this is being done. If you do not, you are simply wasting your money. Let me give you just one ...
Views: 704 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 841 - 6 Killer Tips To Get Promoted to Sales Management in 2011! - by Submitted on Jan 28, 2011 from Ralph BurnsOne of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move their career forward and start managing and supervising other sales people is, “How do I ...
Views: 690 - 6 Reasons Why Full-Time Day Traders Should Start a YouTube Channel by Justin Mueller - by Submitted on Jul 06, 2020 from Kelly JojoIf you’re a successful day trader, you may have had some help along the way from other traders on their YouTube channels. If so, you’ll also know that the advice on YouTube can get confusing, as not all of it is good. So, if you’re a full-time day trader that has been considering starting a ...
Views: 202 - 6 Strategies for Getting Past the Gatekeeper: Part 1 of 2 - by Submitted on Apr 06, 2012 from Justin McSharryAhh the dreaded gatekeeper. For most salespeople, gatekeepers just might be the most emotionally frustrating and professionally challenging of all sales encounters. They can say “no” but they can rarely say “yes” to a value-oriented relationship with you. While getting to the decision maker ...
Views: 1950 - 7 Proven Methods To Motivate The “People” Salesperson - by Submitted on Dec 23, 2010 from Ralph BurnsWe have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily ...
Views: 1964 - A Basic View on the Law of Attraction - by Submitted on Mar 24, 2009 from Michael O'GradyI have been educating myself on the law of attraction. Here’s a pretty basic view on this big subject. We as humans are made up of energy, much like the rest of the universe. There are invisible frequencies of energy which attract each other through thoughts, feelings and meditation. ...
Views: 808 - A Changing Insurance Market - by Submitted on Feb 15, 2011 from Joel AndersonA 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 ...
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