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

You believe your product is to blame for poor sales. Or maybe you believe it is your pricing or your irrational competitor. But isn’t any of those things. It’s how you sell. The post How Are They Succeeding When You Are Not? – Episode 84 appeared first on The Sales ...

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

Leaving CBUS, I ran into Jeb Blount, author of Sales EQ and Fanatical Prospecting at the John Glenn Airport. The post On the Road and Jeb Blount- Episode 85 appeared first on The Sales Blog.

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

I want you to think about this. If a sales process alone was enough to ensure that salespeople win business, then the results most sales organizations produce would be radically improved. Their results would be far better than they are. A sales process is important, even critical, but it isn’t ...

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

You need trust. You need advice. Without the advice, you’ve got nothing. The post The Trusted Advisor Equation – Episode 83 appeared first on The Sales Blog.

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

When asked what he would do if he had only six hours to chop down a tree, President Lincoln replied, “I would spend the first four hours sharpening my axe.” There is a lot to unpack here, but two things specifically are worth looking at. First is the condition of ...

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

Your dream client is trying to hire someone to be on their team and to work with them on improving their results. Why aren’t they hiring you for that you role? The post Why Don’t They Want You On Their Team? – Episode 82 appeared first on The Sales Blog.

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

The buzz about artificial intelligence is growing every day, and for good reason. The changes happening on a technological level are astounding and will change the landscape we live in for the long term. But very little that is helpful has been said so far about artificial intelligence in sales ...

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

In order of preference and effectiveness, face-to-face is the very best way to sell, followed by video face to video face, followed by the telephone. Email doesn’t appear on this list because it isn’t a method you should use to do any actual selling. Yet, some people write massive missives ...

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

If you expect your prospect to pick up the phone and call you or email you asking for a meeting, your expectations are out of line with reality. The post Your Unrealistic Expectations for Email and Voice Mail – Episode 81 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 21 days ago

People use the social channels in two very different ways. One of these ways is extraordinarily useful, and one is mostly an enormous waste of time. Your results using the social channels are based on which of these choices you make. Consumption Most consumption is a poor choice. The Internet ...

Posted under Sales
from http://thesalesblog.com 22 days ago

My review and recommendation that you pick up Jeb Blount’s new book Sales EQ: The New Psychology of Selling The post Jeb Blount’s Sales EQ – Episode 80 appeared first on The Sales Blog.

Posted under Marketing
from http://www.drewsmarketingminute.com 22 days ago

One of the first questions we ask a new client is “how are you different?” We usually hear things like: 1. Our people are better 2. Our products/services are better But rarely do we hear – we do what we do differently than others do it. The harsh truth is, ...

Posted under Sales
from http://thesalesblog.com 22 days ago

What someone else does to succeed has no bearing on what you have to do to succeed. You might need to make 80 dials to produce the number of appointments that result in the number of opportunities you need to reach your goals. For whatever reason, someone else might need ...

Posted under Sales
from http://thesalesblog.com 22 days ago

There are mindsets that will keep you from getting paid. There are also things that you do that, as much as they feel like work, will not get you paid. The post These Will Not Get You Paid – Episode 79 appeared first on The Sales Blog.

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

There are a lot of “truths” about sales bandied about on social media by people who have a something to gain if your believe their half truths. Here are some to watch for. Buyers are spending their time researching: I am sure there are some people in purchasing departments somewhere ...

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