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Posted under Sales
from http://thesalesblog.com 59 mins ago

A lead is a lottery ticket. You don’t know whether you win anything until you scratch the card. Why wouldn’t you check to see if you have won anything? Why not take a look and see what you’ve got—if anything. Some sales folks make the mistake of deciding that because ...

Posted under Sales
from http://thesalesblog.com 23 hours ago

These are a few of my favorite things. The ability to competitively displace a larger, better equipped sales force. There is just something about an underdog. The more lopsided and unlikely things appear from the outside, the more I admire their ability to punch above their weight class. The ability ...

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

On the original Star Trek television series different characters wore different colored shirts. James T. Kirk, Mr. Spock, and Bones all wore blue shirts. Sometimes they wore some weird yellow shirt. But a lot of the characters wore red shirts, and wearing a red shirt meant you weren’t likely to ...

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

There is a required critical mass in terms of marketing. Sometimes it’s actually better to do nothing as opposed to underfunding an effort. In this conversation underfunding could mean not having enough money but it could just as easily mean not being willing to commit the time, the focus or ...

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

In order to help your clients to achieve the success they desire, and in order to achieve the success you desire, you need to be more than a sales person. You need to be an advisor. What questions should your dream client be asking themselves about what they need to ...

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

The young salesperson’s email promises me that his product will allow my sales team to produce 30 percent more appointments than they are producing now in the same time. He wonders if that is interesting enough to me to warrant a phone call. It isn’t. I wonder what said salesperson ...

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

Everyone wants more money. But money-motivated people take action to make money. The post You May Not Be Money Motivated – Episode 71 appeared first on The Sales Blog.

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

There is no way your irrational competitor can quote those prices and be profitable enough to deliver the outcomes they’ve sold. You can’t do it, and the companies that have tried have struggled, or they have disappeared. The concessions your irrational competitor makes are unintelligible. They make no sense at ...

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

The recommendations here and at www.thesalesblog.com are necessary, but I don’t pretend any of this easy. The post None of This is Easy – Episode 70 appeared first on The Sales Blog.

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

If you want success, you have to do whatever it takes. But, know that there are boundaries on whatever it takes. Whatever it takes, as long as it is not illegal or immoral. You may want to be on the cover of the New York Times, but what the headline ...

Posted under Sales
from http://thesalesblog.com 6 days ago

What do you do when your prospect needs something you can’t provide? The post Start Advising Before They’re Your Client – Episode 69 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 6 days ago

When I was 17, I started a rock-n-roll band. My mom gave me her eyeliner and foundation makeup. She also gave me some costume jewelry and a few women’s shirts. They looked great with the jeans I wore until they were threadbare. When we played big gigs, my mom would ...

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

Kevin asks what a good follow up plan looks like after making a cold call. The answer is one of value creation. The post A Plan to Follow Up – Episode 68 appeared first on The Sales Blog.

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

There are salespeople you meet who smell of bravado and ego and even though they are successful, you don’t really want to listen to them. Anthony’s guest today is one of the most successful sales professionals in the world and he’s none of those things. On this episode of In ...

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

You have no control over the economic environment in which you find yourself. The Age of Accelerating Disruption is going to do whatever it is going to do, and it is leveling industries and reshaping the economy. You need to be impeccable by maintaining an awareness of what is going ...

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