Posts tagged as:

Sales process

10 Principles for B2B Sales

March 1, 2010

I’m continually amazed at how many B2B sales folks are not yet making social media a serious part of their sales process. Half of those people are apprehensive about trying something new and the other half believe it will be a big waste of time.
My hope is that following these 10 simple principles will get [...]

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5 Tips for Sales Improvement This Week

October 19, 2009

Often we are looking for silver bullet systems or recipes for success, while ignoring the basics. In my experience 90% of big sales improvement comes from getting back to the basics. These basics will have an immediate, measurable impact on your sales numbers.
Let’s put it to the test. Here are five fundamentals of sales. [...]

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Why Listening More Will Grow Your Business

August 19, 2009
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Listening is one of the secret weapons of top sales performers. Unfortunately, most sales training focuses on how to talk to clients.
Smart sales people figure out that consumers buy based on what they think, not what you tell them to think. The first step is to understand this opportunity and then work the customer psychology [...]

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Power Dialing Results Attitude Not Technology

July 23, 2009

Cold Calling is the most difficult part of sales for most to find master and involves the most discipline to get through. At times, it may feel daunting. On the other hand, when telesales is done right, the experience is most rewarding.
As a sales person, there should be no question that making cold calls is [...]

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Motivate Your Sales Team Because Can’t Never Did Anything!

February 12, 2009

Image by Getty Images via Daylife

I can remember it like yesterday–”Coach, I can’t do another 800 split.” As I am puking on the infield. “Billy (that is what they call young William’s in the south) can’t never did anything–finish up and give me another one.” Guess what I beat my personal best in the 2 [...]

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