As I had mentioned in the previous post The Matrix: Lessons in sales, I recently had something short of an epiphany while having a conversation with my boss. The conversation reminded me of the scene in The Matrix where Neo was sitting in the room with Morpheus for the first time. Walking away from the [...]
Finding new customers every month is just the name of the game in sales. One of the best ways to go about this is understanding trigger events and how they apply to your industry. Trigger events are specific events in a company that are key drivers for buying or not buying products and services. By [...]
Drew Stevens PhD knows how to dramatically accelerate your business growth. He recently wrote an article that other sales professionals should read.
A growing concern for many sales and marketing managers is optimization of sales leads. Each year selling professional’s get a plethora of business development leads unfortunately unearthing less than 47 percent. Worse, over 50% [...]
Everyone has experienced the sales blues, when everything seems perfect and you are confident the sale is going to close until you hear the words, “sorry, we’re going ahead with someone else.” It is important that we take the emotion out of the sales loss and learn something for it, in order to learn from [...]
Although having a successful business sounds great, it is not for everyone. Some people lack the necessary traits to run their own business. You don’t have to be particularly smart to have your own business, but you need certain other qualities. Following is a list of the 7 traits of success that most business owners [...]
I love sales training. I also love listening to sales trainers speak. They radiate enthusiasm and motivation that ignites passion for excellence. The methods they teach are often of the highest quality, however, they are usually no longer in the business of sales. Their marketing methods tend to be old, and old marketing styles are [...]
In business, the primary goal is to succeed. Competition is fierce in both online and offline businesses. Using four basic principals can increase your sales by up to 300% or more.
photo credit: masochismtango
The first principal is pretty easy. Call your customer by his or her name. By doing this, your customer feels that they [...]
All too many of us have dealt with an organization that we were interested in buying a product or service from, only to find out that there was simply little or no follow through after a proposal was generated. You may be asking yourself, “Why?” This is such a simple thing, however few salespeople actually [...]
Selling is one of the essential skills that I need to learn if I want to achieve financial freedom. This is what I have realized from reading the Rich Dad’s series by Robert Kiyosaki. Selling skills allow me to sell my ideas to other people and persuade them to invest or become my business partners [...]
As an employee you know how much time is wasted each day. The wastefulness begins before you even set foot inside your office! You are stuck in traffic for hours on end, and instead of being on the telephone talking with customers and clients you are forced to inch at a snail’s pace closer to [...]
Being a better salesperson is more than learning new skills and techniques. Here are my top ten ways to become a better salesperson.
1. Smile and Walk Tall
Changing your physiology is a great way to feel better about everything going around you.
I want you to try an experiment. I want you to think and act as [...]
Have you ever wondered, “What exactly is that virtual assistant that you keep hearing so much about?” The answer is simple. A virtual assistant, or VA, is an administrative professional who provides immediate professional support, services, and skills to busy entrepreneurs and business managers via the Internet.
But “What can a virtual assistant do for me?” [...]
Whatever the industry, the market or the product is, sales is always a big part of the success of an organization. You might have the best solution, the best portfolio, but if you don’t have the skills to sell it, you will fail.
In the online business, it’s pretty much the same story. Online Entrepreneurs tend [...]
Learning new selling skills or brushing up on the fundamentals is necessary for sales people on all levels. I have suggested books and websites that can add massive value to your career. Being on top of your sales game is what will make you the most money. Soaking up as much knowledge as you can [...]
As a sales manager, you probably attend more meetings in a week than a squirrel has nuts stored for the winter. Meetings are the bane of any leader. The time they sap has been well documented and Dilbert has covered the humorous aspects of their drudgery from every angle. Which is why meetings are a [...]
Does that title sound like a gimmick? It’s not. It’s about the numbers. If you truly want to double your sales, you simply need to double a key aspect of your sales performance, asserts Stephan Schiffman, sales trainer and prolific author, in his newest book, Sales Essentials (Adams Media, 2008). His advice is rooted in [...]
I am a huge fan of the social networking space. Never before have we been able to communicate and find people with similar interests so easily. You already know that I am a huge fan of LinkedIn and now there is a set of applications that can tie your LinkedIn account with your Facebook profile.
Facebook [...]
I grabbed some information on a fundamental event for success. It surprised me that Wikipedia actually makes the correlation between the military and business use of this process. I have yet to work for a company that puts these into place on any regular basis. As a sales professional you should put this to use [...]
It’s Q1 and if you’re in sales you are starting with a clean slate. Well unless you were that bad in 2007 then you need to make up for a bad Q4. For most of us though January is a great time of the year and when all the stress for the year comes back [...]
There was a time when third-party reseller channels were used primarily for simple sales – and rarely, if ever, for long-cycle, complex, business-to-business sales. But times have changed: Today more suppliers are using channels for complex sales, characterized by multiple buying influences and a high level of perceived risk on the part of the buyer.
by [...]
