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

Your willingness to do what you don’t want to do, what you fear, and what makes you uncomfortable is the variable of success. The post Your Willingness is the Variable – Episode 138 appeared first on The Sales Blog.

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

One the most effective competitive displacement strategies available to you is to make the case for change. If your dream client could produce better results by doing what they are currently doing, they’d already be producing those results. If your competitor was aware of what they could be doing to ...

Posted under Marketing
from http://www.drewsmarketingminute.com 12 days ago

The Chief Marketing Officer (CMO) Council came out with a new study that we all need to be aware of as we place our digital ad buys. Nearly half of all consumers indicate they would rethink purchasing from brands or would boycott products if they encountered brand ads alongside digital ...

Posted under Sales
from http://thesalesblog.com 13 days ago

Salespeople and sales leaders spend more time on opportunity capture than opportunity creation. In doing so, they are opportunity starved. The post You Need More Focus on Opportunity Creation – Episode 130 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 13 days ago

Unless you were hired to be a customer service representative, you are not supposed to be doing customer service. If you weren’t hired to follow up on every operational issues, be it an incorrect invoice, a shipment, or some other failure, this work is not for you. Make no mistake ...

Posted under Sales
from http://thesalesblog.com 14 days ago

Someone on LinkedIn wondered out loud what the “tough questions” are, the questions that make you a good salesperson. Here are a few questions to get you started. The post Asking Tough Questions Makes You a Trusted Advisor – Episode 131 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 14 days ago

You will not have any of the results or the success you desire until you do the work. This is true in sales–and everything else. Do the work. The post Do the Work – Episode 133 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 14 days ago

All the deals you make are not created equal. In fact, some are far more valuable than others. Some are worth far less than you might imagine, even if your client spends a lot of money. Sales with no profit: These deals are empty calories. They have no nutritional value. ...

Posted under Sales
from http://thesalesblog.com 15 days ago

Decide to say no to distractions before you are confronted by them. Decide to shut the laptop lid, turn off your notifications, close the browser, and avoid the things that entertain you but waste your time. Say no in advance by eliminating the opportunity to be distracted. The phone in ...

Posted under Sales
from http://thesalesblog.com 16 days ago

Let’s say you are a scout, a Girl Scout or a Boy Scout. You are going on a camping trip that will last for four nights. You are going to need a campfire each morning, and you are going to need a campfire each evening. In total, that is eight ...

Posted under Sales
from http://thesalesblog.com 17 days ago

You are a leader, and you have to make hard decisions. Jack Welch was often under fire for requiring that his managers fire the bottom 10 percent of their employees every year. The idea that one would remove employees without considering their individual circumstances, their families, and the hardship it ...

Posted under Sales
from http://thesalesblog.com 18 days ago

If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day. Sales managers in the past measured activity as if it were the only variable, mostly because it was the only thing they had direct control ...

Posted under Sales
from http://thesalesblog.com 19 days ago

What does a farmer do? A farmer prepares the earth. A farmer ensures that the ground is ready to produce. When the ground is ready, the farmer tills the soil and plants the seeds that will eventually bring a harvest. When the seeds are planted, the farmer nurtures them, ensuring ...

Posted under Marketing
from http://www.drewsmarketingminute.com 20 days ago

Pick up any business magazine, read a marketing blog or attend a conference and you’re going to get the message that you must have a content strategy. Truth be told – this is nothing new. There’s always been a marketing strategy that emphasized the production of helpful tools/information that taught ...

Posted under Sales
from http://thesalesblog.com 20 days ago

There are two questions that will help you win more deals. The first question is, “How am I going to win this deal? The second is the other side of that question, requiring an answer for “How am I going to lose this deal?” The first addresses your strategy, your ...

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