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Posted under Sales
from http://thesalesblog.com 12 hours ago

Some businesses grow by taking business from their competitors. They don’t do much when it comes to selling to companies that don’t already buy what they sell. They aren’t looking to make markets. Instead, they are trying to gain market share by taking it from their competition. To take that ...

Posted under Sales
from http://thesalesblog.com 12 hours ago

Care More: You need to care more. You need to give yourself permission to passionately engage with the things that you choose to invest yourself in. There is nothing to gain from being dispassionate and transacting your way through life. Put Yourself First More: You are the only resource you ...

Posted under Marketing
from http://www.drewsmarketingminute.com 2 days ago

Weird as it sounds, with all of the new technologies, email seems almost old school today. It’s been around for decades and much like other mature mediums, we value and loathe it at the same time. Part of the loathing comes from the daily experience of being barraged by emails ...

Posted under Sales
from http://thesalesblog.com 2 days ago

I wrote my first book, The Only Sales Guide You’ll Ever Need, using a text editor called Ulysses. I wrote my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales using that very same app. To work with editors, I had to export the chapters ...

Posted under Sales
from http://thesalesblog.com 3 days ago

I still believe that you need business acumen and situational knowledge to create and win opportunities. I believe that you need to know things, to be your dream client’s peer, to think like a business person. (This is chapter 15 in The Only Sales Guide You’ll Ever Need) It’s true ...

Posted under Sales
from http://thesalesblog.com 4 days ago

The world has been spinning out of control since the world started spinning. All forms of government have been prone to corruption, and they’ve been prone to overreaching since there have been rulers, even those that are democratically elected. People have been greedy since there has been something worth hoarding. ...

Posted under Sales
from http://thesalesblog.com 5 days ago

Q: Why did you write The Lost Art of Closing? A: There is a massive gap in the area of closing. The ideas that are available to salespeople no longer match the reality of selling today. The idea that the one final commitment is what is necessary to win business ...

Posted under Sales
from http://thesalesblog.com 5 days ago

A CEO called to hire me to speak to his sales organization. I was a particularly good fit, and we both agreed that my keynote was just the right message at just the right time. As we talked about the event and the outcomes, the CEO asked me how I ...

Posted under Sales
from http://thesalesblog.com 7 days ago

What is the size of your total addressable market? What percentage of that market is actively considering buying whatever it is that you sell? What percentage of those that are actively looking are considering buying from you? Statistics on the percentage of prospects actively looking for what you sell are ...

Posted under Sales
from http://thesalesblog.com 8 days ago

Sales has no rules, and you have to know them all. You have to make decisions. You have to decide to act, or not act. You have to choose to pursue one strategy, or attempt a different one, never being 100 percent certain which, if either, leads to success. Do ...

Posted under Sales
from http://thesalesblog.com 8 days ago

If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To understand how it has changed, let’s back way up and take a big picture, generational view. 1st Generation Let’s go back 50 – 100,000 years. You ...

Posted under Marketing
from http://www.drewsmarketingminute.com 9 days ago

In the “good old days” when a neighbor or work colleague told you how much they enjoyed a nearby B&B, movie or restaurant, it mattered. Word of mouth has always been one of marketing’s most potent weapons. Today – we have word of mouth marketing on steroids with online reviews. ...

Posted under Sales
from http://thesalesblog.com 9 days ago

If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To understand how it has changed, let’s back way up and take a big picture, generational view. 1st Generation Let’s go back 50 – 100,000 years. You ...

Posted under Sales
from http://thesalesblog.com 9 days ago

For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. Instead, the role of prospecting has been handed off to SDRs or BDRs or some other title that covers the role of prospecting, which is in practice is more ...

Posted under Sales
from http://thesalesblog.com 9 days ago

For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. Instead, the role of prospecting has been handed off to SDRs or BDRs or some other title that covers the role of prospecting, which is in practice is more ...

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