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Prepare
Your Seniors
A painfully uncomfortable sales scenario is the team call with a senior that does
not go well. Whether the senior has been blindsided or the salesperson just wasn't
prepared, a bad call with a senior not only hurts the client relationship, but
also internal credibility.
http://www.salesnewz.com/2005/1215.html
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12.15.05 |
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The Tidal Wave Sale
In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers.
http://www.salesnewz.com/2005/1116.html
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11.16.05 |
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Micropublishing:
The Next Wave For Advertisers
In
its 24 October edition, Business Week has an analysis of the recent sale of Weblogs
Inc to AOL from the point of view of the potential for advertising in blogs.
http://www.salesnewz.com/2005/1019.html
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10.19.05 |
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How
To Create An Up Selling Advantage For Your Business
Up
selling your customers is simply providing the next logical solution to your customer's
next logical need. It's your job to always create that next logical need and continually
sell and sell. There's always one more thing to sell...
http://www.salesnewz.com/2005/0929.html
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09.29.05 |
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You
are one step away from sales success
With
no up-front IT investment, you can improve pipeline visibility, close more deals
in less time, forecast with higher accuracy, and replicate your top salesperson's
success for your whole team.
http://www.salesnewz.com/2005/0920.html
|
09.20.05 |
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Life
Cycle Contact Relationship Management
Technology
and communication advancement has opened the corridor to new markets, providing
for a cost effective approach to expanding your customer base while building new
relationships.
http://www.salesnewz.com/2005/0901.html
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09.01.05 |
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Sales
Effectiveness Is Not Measured By Forecasts Alone
Your company has made
a sizeable investment in the training, support, expenses, salaries and benefits
of sales team members. You've also invested in a contact management or SFA application
to track and forecast your sales cycle - but is the application actually making
your sales team more effective?
http://www.salesnewz.com/2005/0817.html
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08.17.05 |
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Do
You Fold Like A Taco?
Have
you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over
really easily. They are delicious! In business, however, I see too many people
fold like a taco when they are negotiating with a customer.
http://www.salesnewz.com/2005/0725.html
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07.25.05 |
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Turning
AAs Into A Competitive Advantage
We
surveyed 160 Administrative Assistants and Executive Secretaries and asked them
to identify the key things salespeople could do to gain their support in reaching
their bosses.
http://www.salesnewz.com/2005/0707.html
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07.07.05 |
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Tips
For Maintaining Client Relationships
Consulting
is a service business and engineers, administrators and technicians are the heart
of it. Sadly, too many of us see customer relations as a "sales" function. While
the sales department can be very effective at generating leads and performing
a lot of the up-front work that initiates a customer relationship, long term success
depends highly on the implementers themselves.
http://www.salesnewz.com/2005/0616.html
|
06.16.05 |
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Gain
Qualified Leads at a Lower PPC
Reach qualified leads.
Generate increased sales. Optimize your ROI with ePilot. Searching for targeted
web traffic? With more than 3 billion monthly searches on our network, targeted
customers are looking for your products and services right now. Our affordable
bid prices and outstanding advertiser support tools are among the best in the
industry.
http://www.salesnewz.com/2005/0525.html
|
05.25.05 |
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What
You Can Learn From The Movie Business
Maybe everything you
need to know you can learn from the movies. A friend of mine is a screenwriter
in Los Angeles. Over a glass of wine, we were discussing his business and the
nature of the beast in Hollywood.
http://www.salesnewz.com/2005/0524.html
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05.24.05 |
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Sell
Without Feeling Like A Used Car Salesman
Many business owners
and professionals are appalled at the thought of having to sell their products
or services. If you are going to be successful though, regardless of your profession,
you are also going to be in the business of selling. But you don't have to don
a plaid jacket and adopt the sales techniques that have made the used car salesman
infamous.
http://www.salesnewz.com/2005/0505.html
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05.05.05 |
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Think
Twice Before Selling ROI
When we're selling
to business people, our value proposition has to show a good return. Solid, credible
Return On Investment (ROI) calculations are supposed to prove this for us. But
if we don't think twice, calculating ROI can sabotage our sale.
http://www.salesnewz.com/2005/0414.html
|
04.14.05 |
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Cold
Calling Tips For The Complex Sale
When used correctly,
the phone is a powerful way to start and develop relationships. Peter Davidson
at the BeConnected blog pointed me to Kevin Stirtz's post on cold calling. Thanks
Peter.
http://www.salesnewz.com/2005/0317.html
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03.17.05 |
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A
Lead Generation Fable
|
Are
You `Solving' Or Just `Selling'?
Here's a brief survey.
How many of you sell something online? It could be a product or a service. Second
question: If you sell anything online, do you write any material used to promote
that product or service?
http://www.salesnewz.com/2005/0224.html
|
02.24.05 |
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How
To Call Leads Effectively
When it comes to calling
prospects, the telephone becomes a three hundred and fifty pound weight for some
individuals. I'm going to share some secrets with you that will rid you of your
apprehension to pick up that phone!
http://www.salesnewz.com/2005/0127.html
|
01.27.05 |
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3
Buying Obstacles You Must Overcome
Do you know how may
sales you lose from customers who almost buy from you? Losing "almost customers"
is a major source of lost income for most businesses. But few are aware of the
problem and even fewer employ a strategy to prevent this unnecessary loss of income.
http://www.salesnewz.com/2005/0113.html
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01.13.05 |
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