If you have not had the opportunity to see The Matrix, you should go rent it and watch it a few times. Besides being just another sci-fi flick, The Matrix has a deeper meaning that can be directly applied to sales. I had a Matrix moment at work today.
Photo: ThomasThomas
Take the Red Pill.
Do you [...]
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 [...]
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 [...]
When you have a serious target to hit you need to use some serious sales techniques. My strategies are designed to be low cost and high return methods.
photo credit: guiguis
1) Qualify - they qualify again - so if you want to hit your targets make sure you qualify the price straight away - no [...]
As important and essential is the implementation and use of Six Sigma to the livelihood of any business organization, the certification process for an individual to become Six Sigma qualified is rather obscure.
photo credit: gothick_matt
Basically, there is no formal list or specific amounts of training and knowledge that one must have in order 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 [...]
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 come from a high-tech background and though that industry is enormous, finding qualified leads are still difficult. There are older industries out there that are much larger and the lead pools are just as hard to swim through. From telecommunications to construction and even networking equipment. If you are a sales professional in any [...]
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 [...]
It’s the comment heard more often than not in sales. “I need more leads.” is how most sales people excuse the lack of deals they have or the the explanation for what they need to grow their territories even more. Marketing can run all the campaings they want and you can spend hours searching the [...]
There’s probably not a software sales rep on the planet who hasn’t had a sales manager give the eternal advice to “call high.” Sales managers at software firms often visualize their reps somehow convincing C-level execs to pony up the big bucks for the mega-licenses. Unfortunately, they often leave one element out of the scenario [...]
The deal in your pipeline was huge and considerable time and resources were devoted to bring it to close – yet it fizzled out and fell through in the end. To make matters worse, this seems to be a trend, and everyone from the sales rep to the executive suite wants to know why.Large deals [...]
A friend passed this article along to me knowing that I stay on top of these types of stories. Little did I know that they mentioned NetSuite as a pioneer of the Sales 2.0 era. Thanks Jake!
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It’s a question almost as old as commerce itself: Is selling an art or a [...]
If you are a professional and trying to network with other people in your industry or get back in touch with past coworkers, LinkedIn is the tool you need.
CNN Money wrote about this earlier in the year talking about the growth of the site and how it is used by some of the 8 million [...]
From new sales people to seasoned executives, without a plan, you are destined for failure. Really, how are you going to accomplish a goal if you don’t know how you are going to do it? Some might think that luck plays a part, but rarely it does. You need to know what has to be [...]
