Nick HedgesJune 21, 2015 Hollywood is known for its dramatized portrayal of different character types. Salespeople in particular have been depicted as greedy con men with one motivation: money. On screen, we are accustomed to seeing salespeople wearing fancy suits, schmoozing with potential customers and toying with ethical boundaries. But that stereotype does not always … Continue reading 4 Sales Tips from the Big Screen
Pete GraceyJune 7, 2015 There’s no way around it: Sales forecasting is guess work for some executives. However, in reality, those guesses should be based on fact. Many people make their living from educated guesses in gambling such as blackjack, horse racing, and March Madness pools. But let’s be serious for a moment: your sales … Continue reading How Sales Data Improves (Or Impairs) Your Sales Forecast
Bob ApolloMay 2, 2015 The problem with slavishly following “best practice” is that it’s almost always what the really smart people (and organisations) used to do. By the time the concept has become widely recognised, the people and organisations that pioneered it have moved to the front of the next new wave. That often involves … Continue reading Can You Buy In To These 5 Contrarian Concepts?
Martha SpelmanApril 26, 2015 When you have the urge to pitch your business, what should you do? Scratch it. Marketing has changed. No longer does the Earl Scheib shouting: “I’ll paint any car, any color, only $ 29.95!” type of approach work. Touting “New! Improved!” is out. Gone are the days of “Don’t miss this … Continue reading Do You Have The Itch to Pitch?
Marc ShawApril 9, 2015 One challenge many businesses face is how to distinguish themselves from the competition. This is even more difficult in the Managed Service Provider space, shaped to a large degree by customer need on the one hand and by available technology on the other. The tasks of staying up to date on … Continue reading Get Cooking: 4 Questions to Develop Your MSP’s Secret Sauce
Kristen TepperApril 7, 2015 If you’re in the auto industry or really any industry, as a salesperson, you should probably know the name Joe Girard. But in the off chance you do not, let me give you a quick background on him. He sold cars for a Chevrolet dealership for 14 years, and in that time he sold … Continue reading The Guinness Book of World Records’ Greatest Salesperson’s Strategy for Generating More Business
Jeff KorhanMarch 30, 2015 Today I’d like to share my top five proven social selling tips, which happen to be deceptively simple, and that is why they work so well. From time to time I will refer back to the foundation of social selling discussed in Episode 33. You may wish to give it a … Continue reading Social Selling Tips: Converting Trust Into Profits
Rachel Clapp MillerMarch 27, 2015 Many sales executives understand the importance of getting their teams to use LinkedIn for connecting with prospects and customers. However, many of them lack a line of sight into what their reps are actually doing on LinkedIn. Sales leaders need to take a hard look at how their sales reps … Continue reading Do You Know What Your Salespeople Are Doing On LinkedIn?
Dan McDadeMarch 27, 2015 Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Tip 4 – Reconcile your … Continue reading 4 Tips to Power Up Prospecting in 2015 #4: Use the Telephone!
Dan McDadeMarch 27, 2015 In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. So much so that I asked … Continue reading 4 Tips to Power Up Prospecting in 2015: #3 – Sharpen Your Story!
