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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- Concrete Stone Work Is Possible - by Submitted on Jan 09, 2013 from Patrick ThompsonRecent developments in concrete have made it one of the most versatile, beautifying and durable construction materials. Concrete is no longer a dull gray slab used for floors in warehouses and garages. Modern techniques of staining and polishing concrete can make walls, pillars and walkways ...
Views: 1665 - Can Salespeople Stop and Learn from Traffic Lights and Roundabouts? - by Submitted on Nov 19, 2008 from Patricia WeberThe traffic light, patented in November 1923, happened before selling became labeled a profession. Over the years some salespeople may stray from the ethical and altruistic meanings originally given to the profession. Traffic lights and roundabouts, however, have always stayed their purpose. ...
Views: 1657 - Taguchi Engineering in Robust Design Optimization - by Submitted on Feb 13, 2013 from Christopher BrownWhen it comes to the field of design of experiments methodology, Genichi Taguchi, a Japanese engineer and author is one of the best known names around. Having published his first book on experimental design in 1958, Taguchi’s methods of fractional factorial design have forever earned him a place ...
Views: 1646 - Channel Management Marketing Indispensable Part of Channel Marketing - by Submitted on Sep 04, 2013 from Walt RobertsonIn present day business parlance channel management marketing is a highly effective technique to improve sales as well as business. Manufacturers utilizing the idea of channel management take help of channel partners which basically are merchants or else marketers to get their goods get to the ...
Views: 1643 - Transform Your Selling DNA: Seven Special Powers That Will Take Your Sales Revenue From So-So to Sensational - by Submitted on Oct 07, 2008 from George LudwigYou really, really, really want to increase your sales. And it seems you've tried every trick, every technique, every script that books and motivational tapes and sales seminars have to offer. But no matter what you try, you're just not getting the results that you've seen other business people ...
Views: 1642 - Sales Training - In Search of Sales Inspiration - by Submitted on Aug 31, 2012 from Henry OkwoBusiness owners and sales management can take steps to inspire their staff to new heights. They should be transparent in communicating the actual business results of the organization. Incentive programs can be introduced to all employees and not just the sales team to foster better overall ...
Views: 1639 - ***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: 1633 - 3 Steps to Building Customer Trust - by Submitted on Mar 07, 2012 from Justin McSharryBuilding a lasting relationship with your customers is beyond important, especially in the age of information. More than ever customers have access to information about your products, yet they still want to buy from people they trust. How important is trust to YOU when you buy? The more a ...
Views: 1631(1 vote) - The Power Of Niche Sales - by Submitted on Jul 20, 2008 from John MehrmannMany successful organizations have survived turbulent economic conditions and fierce competitive environments by consistently nurturing a niche, and the loyal consumers in the niche community. It is possible to expand and grow business in addition to the niche. Unfortunately, several other ...
Views: 1631 - ***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: 1630 - Customer Satisfaction: Seven action items to make you stand out - by Submitted on Jun 13, 2011 from Joe NuckolsOh, the joy of humming along with those great songs, the hits, wonderfully re-mastered instrumental versions, especially the electronic tonal beats that play over and over through the filtered telephone interface as we wait for the service attendant to finally click on and tell us the ...
Views: 1629(3 votes) - When Selling Do Not Confuse Objections and Conditions - by Submitted on Aug 22, 2009 from Geoff FickeMy first sales manager, a grizzled old veteran with a no excuses allowed attitude used to tell me, “there are no lousy products, just lousy salesmen”. As a rookie salesman I thought the comment surely a strange one. Of course, there are bad products I thought. I know a bad product when I see ...
Views: 1628(1 vote) - How To Start In Sales - by Submitted on Sep 04, 2009 from Richard DennyThere are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you’re new to the industry or even if you’re just looking for a bit of business advice. The definition of selling is hard to explain as we ...
Views: 1627 - Discover the impact of silence in selling - by Submitted on Sep 17, 2009 from Frank O'TooleI attended a sales training course a number of years ago and the trainer was talking about closing techniques. I remember he said on several occasions ‘ask for the order and then keep quiet’ he had plastered all over the walls in the training room silence can be golden. I would love to say ...
Views: 1626(1 vote) - Take Your Sales to the Next Level! - by Submitted on Sep 13, 2010 from Erik TherwangerI have been involved in “selling” for nearly a dozen years now. I have sold everything from life insurance to media services. I have had the privilege of working with hundreds of different sales reps, and meeting thousands more. They all have one thing in common – they want to make more ...
Views: 1624 - The Virtual Office & the Death of the Salesman! - by Submitted on Oct 24, 2012 from Paul ShearstoneThe methodology of elite salespeople is focused at a higher level. They gravitate more toward the natural laws of human interaction and psychology – the esoteric – the essence for which the Rules of Selling were written and in which they find credibility. Their delivery appears effortless albeit ...
Views: 1623 - Self Management - by Submitted on Sep 11, 2018 from Kanchan AThere is one boy whose name is Sujay. Now he is preparing for 12th & engineering Entrance Exam, so his parents have taken the admission to one of the renowned coaching class. But Sujay was not taking it seriously. Instead of going to coaching class he used to go for movies along with his ...
Views: 1621 - Price Has Nothing to Do With Your Lack of Sales - by Submitted on Nov 27, 2012 from John CameronHow can I say that price has nothing to do with sales? There is a very simple way to test whether price is the biggest barrier to you selling your product or service. Sell your product or service on approval. Most software and many services are now sold with a thirty day trial, or on ...
Views: 1620 - Can Sales Performance be Measured? - by Submitted on Aug 04, 2012 from Elia WinsonBe it any business, the most imperative part is closing the sale otherwise the entire efforts and resources spent are wasted. When you make a sale, you tend to affect the profits in the balance sheet. The number of sales done in a particular period or the sales performance is an indicator or ...
Views: 1617 - Recruiting Great Sales People - by Submitted on Oct 18, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling You say it to your sales team all the time: “ABC. Always be closing.” Well, as a sales leader, I’d recommend that you adopt a slightly different mantra for yourself: ABR: Always be recruiting. Many sales managers settle into complacency when their team is ...
Views: 1613 - Eliminate Negative Self Talk from Your Sales Team - by Submitted on Oct 18, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Negativity can be a real killer on any sales team. I’ve seen good salespeople and great sales teams erode rapidly because a single poisonous thought permeates the team. This crops up more commonly in today’s market, where volatility and constant change can ...
Views: 1602 - Increase Sales: Selling in a Recession - by Submitted on Jul 21, 2009 from Ricky BrackenGenerating sales in today’s marketplace is a tough sell. It doesn’t matter if you’re business model is business to business or business to consumer its tough being a sales professional right now. Business and consumer budgets are tight and both are looking for opportunities to maximize their ...
Views: 1601 - Six Rules of Selling in 2012 - by Submitted on Feb 23, 2012 from Adon RiggRetired CEO of General Electric, the great Jack Welch has six rules for success. Are you following these rules of success, or are you on a path to irrelevance? 1. Control your destiny, or someone else will. 2. Face reality as it is, not as it was or as you wish it were. 3. Be candid with ...
Views: 1599 - Beware of Hiring Your Competitor's Sales People - by Submitted on Aug 07, 2009 from Lee SalzLife would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow ...
Views: 1596(4 votes) - 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: 1595 - How are you Presenting Yourself? - by Submitted on May 12, 2011 from Bill SayersHow are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”! Who Are You? A study was done by a group of ...
Views: 1590(1 vote) - How can sales teams take advantage of the new real-time messaging on Salesforce? - by Submitted on Jun 12, 2012 from Abel VelazquezSalesforce, maker of the world’s best selling CRM software solution, has taken various strides to show that it fully embraces the social revolution. One of the biggest of the moves was the introduction of Chatter, the company’s social networking platform that brings Facebook and Twitter-like ...
Views: 1585 - Pump Up Whiteboard Notetaking For Powerful Selling - by Submitted on Oct 16, 2011 from Milly SonnemanHow do you process information? By taking notes. In traditional classes, we learned to write down everything. But for powerful selling, visual note taking at a whiteboard is much more powerful. Curious how to pump up your whiteboard note taking? In talking with graphic facilitators, ...
Views: 1583 - How Repetition Will Help You to Explode Your Sales Results - by Submitted on Sep 03, 2010 from David SteelOne thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ...
Views: 1577 - People Need What I Got! - by Submitted on Feb 04, 2010 from Eric MulfordYou were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ...
Views: 1575(2 votes) - Why Selling Is Better Than Sex - Part One - by Submitted on Jan 18, 2010 from Alen MayerThe world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is ...
Views: 1573(1 vote) - 7 Critical Components For a Successful Sales Team - by Submitted on Aug 26, 2011 from Milly SonnemanReady to give your team everything they need for successful sales presentations? Every team needs skills and tools to succeed. Curious about the 7-critical components for success? Sales presentations educate your prospects on your company’s uniqueness. With targeted presentation skills ...
Views: 1563(1 vote) - How To Make More Sales With Less Effort - by Submitted on Oct 07, 2008 from George LudwigProbably the most valuable skill to learn for reducing your sales effort is to learn how to market yourself effectively so that you barely have to sell at all. Personal Marketing is the fastest way to sell more and work less. It is simply getting your prospects excited about you and your service ...
Views: 1560 - Procrastination - A True Enemy To Your Sales Success - by Submitted on Jan 21, 2011 from Susan EnnsHappy New Year! We are only a few weeks into the New Year and already the gyms are less full than they were the first week of January and many have already cheated on their diets. Similarly, sales people are already missing their daily sales activity targets, so they are no closer to earning ...
Views: 1560 - A lesson in sales from Henry Ford - by Submitted on Apr 04, 2012 from Neil ShorneyA true sales master - Henry Ford, the man famously quoted as offering his Model “T” car as follows: “Any customer can have a car painted any colour that he wants so long as it is black” However, this isn’t the sales lesson from Mr Ford, as most customers demand a little more flexibility ...
Views: 1557 - Don’t settle for living in a boom-bust sales cycle: get started building your spiral pipeline - by Submitted on Jul 22, 2013 from Casey FitzGeraldThis is the first in a series of articles that will explore how an important new approach to managing prospects and customers can help you obtain perpetual sales growth. You hear it so often these days that it has become cliché: that sales growth comes in waves. It’s a notion that suggests ...
Views: 1554 - Spring Training For Sales Professionals - by Submitted on May 02, 2012 from Mark Bowser"It is the bottom of the ninth, two outs, men on first and third and Joey Votto at the plate," expressed the baseball announcer. "It has been a good Spring Training for the Cincinnati Reds here in Arizona. A win here today will be the icing on the cake. Reds are down by one and need a ...
Views: 1549 - Pursuing Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonInertia can be a powerful force. Often times in business, the decision not to act and to stick with the same practices is the easiest one to make. However, the ease of sticking with the same shouldn’t allow sales managers to accept the status quo. Maximizing ROI and finding best practices are ...
Views: 1545(1 vote) - Best Storytelling Tips for Marketing Presentations - by Submitted on Jul 15, 2011 from Milly SonnemanWhat's the worst horror story you can imagine for a presenter giving a marketing presentation? Falling in love with his or her story! Recently, I coached a presenter. He was 'all over' stories. And truthfully, his storytelling ability was great. If you wanted to sit around the campfire for ...
Views: 1540 - Selling To Your Strengths - by Submitted on Apr 12, 2012 from Mark Bowser"Play your game," said Coach Galen Scott. The pointed advice was given to a very weary, frustrated college tennis player. If you haven't guessed, that frustrated athlete was me. I was losing matches, my mind was clogged, and I didn't know what to do. That is when Galen stepped in an instructed ...
Views: 1537 - Increasing the Performance Of Your Business - Five Easy Steps to Success - by Submitted on Jun 17, 2013 from Mary OlsenKeeping a business going can be quite a stressful and difficult task-the hours are strenuous working morning till night while working out finances and personal assets that seem complex or not even possible. For you to maximize efficiency as well as ensure that your business increases output and ...
Views: 1536 - Building Your Sales Metric Management System In 4 Easy Steps - by Submitted on Sep 09, 2009 from Lee SalzEvery sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system. Thinking back to one of the great cult films of the 1980s…Caddyshack. There is a conversation between ...
Views: 1533 - Leads360 Secret Shopper Results - by Submitted on Jan 12, 2011 from Joel AndersonInternet leads have become an essential element of doing business for insurance companies in this day and age. However, despite working hard and spending considerable amounts of money on marketing to pull in these leads, most insurance companies don’t do enough of the basic legwork to ensure ...
Views: 1533 - 3 Differences Between a Sales and Marketing Job Description - by Submitted on Nov 21, 2011 from Ken SundheimThe Difference Between a Job in Sales and Marketing While many think that sales and marketing careers are the same, they often prove to be quite different and, subsequently carry very different tasks / required knowledge of the employee. As of late, many small businesses have added to the ...
Views: 1532(3 votes) - Why Homeowners Need to Consider Short Sales - by Submitted on Feb 22, 2010 from art leeThere have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ...
Views: 1510(6 votes) - The Difference between Salad and Garbage (and How it Affects Your Number of Clients) - by Submitted on Nov 14, 2009 from Fabienne Fredrickson“The only difference between salad and garbage is timing!” At least that’s what I’ve been focusing on recently, especially for businesses that are time sensitive. Some chiropractors have this problem, so do lawyers, but my thought is when you’re in a service business, timing is EVERYTHING. If ...
Views: 1509(2 votes) - Keeping Your Company Information Confidential - by Submitted on Jan 10, 2013 from Patrick ThompsonIn today's world it can be close to impossible to keep anything absolutely classified. With modern technology representing the prominent method by which many companies conduct their business transactions, safeguards ought to be implemented so as that information cannot be discovered, duplicated, ...
Views: 1503 - 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: 1499(4 votes) - Change Your Bad Habits Into Good Ones! - by Submitted on Oct 19, 2010 from Nancy DrewAll of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ...
Views: 1496 - Six Steps to Reinventing Enrollment - by Submitted on Jan 12, 2011 from Joel AndersonSix Steps to Reinventing Enrollment During the recent economic downturn, for-profit educational institutions have experienced a dramatic rise in enrollment as people return to school seeking new skills and education. This boom has meant grand new opportunities for schools in this sector. ...
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