There are a few different online meeting planning applications available. I choose WebEx because they have proven to be the easiest to use. From scheduling online meetings on WebEx to conducting a presentation or training online for 2-20 people, I have never had any issues. WebEx is the easiest platform to use for sales teams.

WebEx meetings are a quick and efficient way of providing information to people that could be located in one office or spread across the entire world. As long as you have an internet connection, you can …

I am a traditionalist when it comes to sales. I’m far from old school but I have become fairly set in my ways on what technology is best and works most often. Every now and then I get a little geeky and try out something new. This week the new tool I started using was Skype. Skype is software that enables the world’s conversations. Millions of individuals and businesses use Skype to make free video and voice calls, send instant messages and share files with other Skype users. Everyday, people …

I had an interesting discussion with a man today that owns his own software and services company. He would fit into that midsize area with only 180 employees. With the revenue that he explained to me that they were pulling in, it was pretty clear that the current economy wasn’t doing to much damage to his business (if he was telling the truth). He said something on the call that got me thinking. He was explaining to me that his large sales team produces the revenue for the company. The …

Make the sales process a collaborative one and you’ll find yourself in the position of trusted advisor instead of just another company trying to make a sale.

One of the most difficult and feared situations in selling is getting hit with hard to answer questions early in the sales process. Questions such as: “Why should I buy from you?” and “What makes your product better than your competitor’s?” For most salespeople these questions are an irresistible invitation for what I refer to as the “Presentation Trap,” an open invitation from the …

I’m not an executive of The Big Three. I don not have a private jet to fly me around for business. I need to take commercial airlines just like most people. And like most, I site in the back of the plane. Nothing bothers me more than when some inconsiderate person sitting in the seat in front of me reclines their seat as far as it can go. Effectively deciding that they want to turn the next couple hours of my lisfe into the most uncomfortable flight ever. There are …

You’ve probably heard the story of the golfer who steps up to the tee box and hits a wicked duck hook out of bounds.
Embarrassed, he reaches in his pocket, tees up another ball and again, hits another horrific twisting shot left out of bounds. Now angry and determined, he walks back to his bag, gets another ball, tees it up again, and duplicates his first two shots out of bounds to the left. In a fit of frustration, he slams his club into his bag, aggressively flings his club over …

Avoid Getting Your E-mails Deleted

From the E-Business Newsletter
It’s easy to fall into bad e-mailing habits because the whole format can begin to feel casual. By now everyone knows to avoid writing in all caps and using emoticons, but people often make the mistake of shooting off overly chummy professional e-mails and forming a devil-may-care disregard for grammar and punctuation. Simple rule of thumb: treat e-mail the same way you’d treat phoning someone. Get to the point, but be polite about it. Here is a look at some of the subtler …

I knew this day was coming. Linkedin is a resource professionals have been using for several years to keep in contact with old coworkers as well as build their networks for business use. LinkedIn has been rolling out some new features over the past year hinting that major changes were in the works. It looks like the next phase of LinkedIn features was released last night in the form of LinkedIn Applications.

No longer will LinkedIn be seen as a boring text based log of who you have in your network …

It came to me at a peculiar time. I am a sales trainer and I was training sales people. In a moment of uninspired accidental brilliance (that’s an enormous exaggeration) I said something that made all the sense in world, but was completely contradictory in nature.

“My ultimate goal for you,” I said to a roomful of seasoned professional sales people “is to completely remove the concept of ‘selling’ from who you are and what you do.” But wait a minute…..I’m a sales trainer…..a SALES trainer….and these are sales people…….SALES people……..and …