|Strategic Selling Skills|
Use great questions, and you'll unlock the secrets to winning your prospect's confidence, and with it the keys to his kingdom.
|Using E-mail to Rev Up Your Sales|
Many of us use e-mail to more effectively convey a compelling message
of why to do business with our company to people who are visual, not
|Get Inside Your Prospect's Head|
When it comes to making a major purchase, buyers' decisions are influenced by numerous factors, many of which are not obvious
|Conquer Your Fears|
Now, while selling may not instill the same type or degree of fear as
launching oneself off a cliff would, there are aspects of our
profession where we find ourselves anticipating discomfort.
|Are You Worth It?|
Most prospects subconsciously undervalue what you're selling ("everything costs too much")
|Escaping Voice Mail and E-Mail Purgatory|
With the exception of cold calling, few aspects of sales are more
distasteful than finding yourself chasing someone with whom you'd been
|Strategies - Not Products - Create Lasting Market Disruption|
Strategies enable market disruption, and those strategies include product innovation.
|Elements of a Successful Disruptive Strategy|
What relationship do product innovation, market demand and marketing strategy have with market disruption?
|Focused Marketing Helps Companies Weather Economic Challenges|
The temptation during a tough economy to wait (and hope) something
happens to turn things around is exactly the wrong way to approach
|Learning from Failure|
Within every failure there is the seed of a lesson well learned, of a solid character trait emerging.
|The Unprecedented Sales Management Challenge for 2009|
Sales managers are facing a set of challenges that they've never
experienced before. They think their team is focused on generating
sales, but they are completely distracted.
|Tips to Make Your 2009 A Happy New (Sales) Year|
Our economic climate has made our jobs as professional salespeople
extremely challenging as we seek to retain our existing accounts and
generate new ones.
|The Sales Person's One-Word Job Description|
Many feel that the sales game has changed, but in reality the economic
challenge has forced sales people to improve their skills and refine
|Preventing the Price Objection|
By changing our behavior, we can impact the customer. Here are five
specific strategies to help you prevent the price objection, by
focusing on our behavior.
|Getting to the Light at the End of the Tunnel|
As you know, those in the professional sales community are among the first to be the recipients of leading economic trends.
|Your Value is Like a Homemade Chocolate Chip Cookie|
If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.
|Comfort the Afflicted, Afflict The Comfortable|
This is about Carl Ally, the agency that fired clients and often thought that advertising deserved a life of its own. These memories are dedicated to Carl.
|Sales Manager: Job Title or Specialized Skill|
Many business executives focus their search for sales management
candidates from within their industry. They are restricting their
ability to find the right person for the role.
|Succeeding in an Economic Downturn|
Economists are predicting a tough calendar 2008 fourth quarter and a
sluggish 2009, but our role in sales dictates that we need to attack
rather than react.
|Is Email Hiding Your Personality?|
When you put yourself into your email, your chances of getting
prospects to respond escalate. You stand apart from the other sellers
who blend together as Inbox clutter.