Simply selling by believing

Marketing Automation, Sales Management

An article by Gary Jones on Sales Motivation.net got my attention today… Gary talks about changing your mindset to open up opportunities for sales success. There’s no question that we are usually our own worst enemies.  Our fears and doubts slow us down...

In the 21st century, Put Offs Are Your Friend

Lead Generation, Sales Management

A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: •”Send me your brochure and I’ll get back to you”...

Getting a prospect’s Pain over the phone

Sales Management, Sales Training

If you sell over the phone, you know that establishing trust and rapport over the phone can be a unique challenge.  When you’re not face to face, you don’t have the benefit of your winning smile, successful dress and empathetic facial...

Sales Technique is about Organization

Sales Management, Sales Training

Typical sales people are not engineers.  They’re not detail oriented.  They’re right brained types, creative, impulsive and extroverted.   Sales people like to make things up as they go.  The take it as it comes environment is what...

The end of advertising as we know it

Email Marketing, Lead Generation, Marketing Automation

Well there it is! If you have anything to do with marketing or selling, you need to read IBM report, “The End of Advertising as We Know It”, I picked up on TechCrunch!   Its a validation of all the trends we sense in the industry with some fascinating...

Sales people wanted

Sales Management, Sales Training

Wow!  If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs…  Here’s an example posting. Its easy to get a bit myopic and assume that we (those of us reading and writing blogs)...

The Ultimate Take Away

Lead Generation, Sales Management, Sales Training

I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start...

Never answer an unasked question!

Sales Management

I was working with one of my sales reps yesterday on a sales opportunity.  Very common situation, very common mistake, very expensive! The client is asking for custom work that we bill for by the hour.  So, we’re on the phone with the client and we’re...

Sales people don’t have to be scary!

Lead Generation, Sales Management

Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of their worst ever sales experience, perhaps on a used car lot… The bad news is that lots of...

Simple steps to identifying prospects that will buy

Lead Generation, Sales Management

Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up as one of the most challenging aspects of sales. Some people just can’t handle that kind of rejection day in...

Fire a Prospect

Lead Generation, Sales Management, Sales Training

Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact.  They...