Sales Gravy

JANUARY 13, 2010

I once read that there are two types of people. People who are willing to wait for a reward and those who want the reward now even though the payoff may be higher if they wait.

Cold Call 40

Cold Call Sales 40

Closing Bigger

JANUARY 29, 2010

These are social media tips under 140 characters that I have posted on Twitter over the past week or so. For those of you who may have missed some, I have put them into an archived list here on my blog. Add your own tips and comments in the comments section if you would like. Here’s my 12 social media tips under 140 characters: Stay curious and you will stay current.

B2B 40

B2B Engineering Sell Customers 40

Closing Bigger

JANUARY 29, 2010

These are social media tips under 140 characters that I have posted on Twitter over the past week or so. For those of you who may have missed some, I have put them into an archived list here on my blog. Add your own tips and comments in the comments section if you would like. Here’s my 12 social media tips under 140 characters: Stay curious and you will stay current.

Engineering 40

Engineering Customers 40

Sales Gravy

JANUARY 28, 2010

Get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There is absolutely no substitute for a positive first impression.

Prospecting 40

Prospecting 40

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Follow-up

Sales Gravy

JANUARY 28, 2010

The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again in the New Year.

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Sales Gravy

JANUARY 26, 2010

Most of us like to think of ourselves as open minded. We are not sure what it means, but it sounds good. Diplomats joke that tact is the ability to tell someone he is open-minded when they really think the fellow has holes in his head.

Negotiate 40

Negotiate 40

Sales Gravy

JANUARY 22, 2010

Knee jerk objections occur for two reasons. First, you are an interruption. The prospect wasn’t expecting your call and you’re taking him away from the task at hand. Second, the prospect is worried about being “sold.

Prospecting 40

Prospecting 40

Sales Gravy

JANUARY 22, 2010

There is nothing sweeter than the sound of our names and when a client hears his or her name, he tends to listen closely to the next 15-20 words. It’s a habit that has been honed into us from birth.

Sell 40

Sell Clients Closing 40

Sales Gravy

JANUARY 21, 2010

Before moving your top sales person into the sales management ranks, consider the ramifications of this move. You are taking your rainmaker out of the sales game where they've generated millions of dollars for your company.

Promote 40

Promote Gaming Sales 40

Sales Gravy

JANUARY 21, 2010

Dozens of sales reps who have used this technique have reported that the prospect typically murmurs something like, "Ah.er.what's this about?" When that happens, you have won.

Technique 40

Technique Prospecting Sales 40

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Sales Gravy

JANUARY 20, 2010

Someone wrote me once about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway.

Prospecting 40

Prospecting 40

Sales Gravy

JANUARY 20, 2010

While this story may seem crazy, this is how many people start their businesses. They want a business, so one day they make some business cards and say, "Here I am world, hire me.

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Sales Gravy

JANUARY 20, 2010

It's tempting to select someone who's "hungry" It would seem logical that a candidate who is anxious for an opportunity would be the perfect person. They'd work hard, be conscientious, and push through any adversity they might face.

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Sales Gravy

JANUARY 12, 2010

You thought your detailed sentences would streamline the sales process, simplifying your prospect’s effort. You tried to help your client avoid another meeting by sending your list of questions through email instead. But it didn’t work.

Sales 40

Sales Clients Meeting Prospecting 40

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Promote

Sales Gravy

JANUARY 12, 2010

Selling in these challenging times demands determination and personal fortitude. Having the will to persevere when times are tough is a characteristic commonly found among self-made millionaires. Are you a quitter?

Product 40

Product Sell 40

Sales Gravy

JANUARY 11, 2010

If you make a list of the networking events you attend on a regular basis. You can analyze how much business you have gotten from each and determine if you should continue attending.

Networking 40

Networking 40

Sales Gravy

JANUARY 8, 2010

Cold calls. Objections. Frustration. Rejection. There are many occasions when we encounter resistance from buyers, or have to defend our price, or venture into new markets, or deal with cranky decision makers.

Cold Call 40

Cold Call Price Sales 40

Closing Bigger

JANUARY 7, 2010

Amacus Today’s podcast is with sales technology thought leader John Cousineau who is President of Innovative Information the creators of Amacus. John and I have had a number of coffee chats and debates around why and how to use technology and social media to improve sales performance and customer experience. The nexus of sales and social media seems to be happening in the CRM and Social CRM space.

Technology 40

Technology Technology CRM B2B 40

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Pipeline

Closing Bigger

JANUARY 7, 2010

Amacus. Today’s podcast is with sales technology thought leader John Cousineau who is President of Innovative Information the creators of Amacus. John and I have had a number of coffee chats and debates around why and how to use technology and social media to improve sales performance and customer experience. The nexus of sales and social media seems to be happening in the CRM and Social CRM space.

Technology 40

Technology Technology CRM B2B 40

Closing Bigger

JANUARY 7, 2010

'Amacus. Today’s podcast is with sales technology thought leader John Cousineau who is President of Innovative Information the creators of Amacus. John and I have had a number of coffee chats and debates around why and how to use technology and social media to improve sales performance and customer experience. The nexus of sales and social media seems to be happening in the CRM and Social CRM space.

Technology 40

Technology Technology CRM Customers 40

Sales Gravy

JANUARY 6, 2010

Motivation begins with action - not feelings.Over my 17 years of providing customer service training and presentations for clients, I've noticed a bizarre phenomenon when it comes to motivation.

Drivers/motivators 40

Drivers/motivators Service Customers Presentation 40

Sales Gravy

JANUARY 6, 2010

Too often, the first time the employee acknowledges the customer is when they get to the front of the line. That means a person who wants to spend money is being deliberately ignored. Lousy strategy. Instead, acknowledge customers with a “Hi there!

Customers 40

Customers 40

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Price

Sales Gravy

JANUARY 6, 2010

What typically happens when we interact with others is that we size up what’s happening in a conversation from our perspective. We make judgments and evaluations of the other person based on what we are like and what we prefer.

Sales 40

Sales Conversion 40

Sales Gravy

JANUARY 4, 2010

"I have been building that relationship with Julie for three years. I've brought her flowers on her birthday. I've taken her to lunch dozens of times.

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Sales Gravy

JANUARY 12, 2010

During the selling process, some people have difficulty saying “no” and will actually tell you that they are interested in order to avoid potential conflict.

Process 40

Process Sell Prospecting 40

Sales Gravy

JANUARY 11, 2010

Effective closing starts with getting commitment. Commitments need to be made in each step of the sales cycle by the prospect as well as the salesperson.

Closing 40

Closing Prospecting Sales 40

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Contact

Sales Gravy

JANUARY 21, 2010

It starts with recruiting the right agents. One needs to recruit people who have the skills, attitude, and business-owner mindset necessary to succeed.

Sales 40

Sales Prospecting 40

Sales Gravy

JANUARY 8, 2010

If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None!

Gaming 40

Gaming 40

Sales Gravy

JANUARY 6, 2010

Employers always seem to be asking me, "What in the world is Gen Y thinking when they do some of the things they do at work?

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Sales Gravy

JANUARY 28, 2010

Few people seem to hold back for fear of committing a faux pas.

40

40

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