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...
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...
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...
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...
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...
