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Posted under Sales
from http://thesalesblog.com 16 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 17 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 17 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 18 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 19 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 20 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 21 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 22 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 22 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 23 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 ...

Posted under Sales
from http://thesalesblog.com 24 days ago

There are some people who have a natural advantage when it comes to selling. Even though we want to believe deeply that it is science, that it can be deconstructed, and that it can be taught, some of these natural advantages are difficult to teach, train, develop, or replicate. One ...

Posted under Sales
from http://thesalesblog.com 25 days ago

The story you tell yourself about other people has an enormous impact on the quality of your life. When you assume something about people, it may or may not be true. But it doesn’t matter, because it often says more about you than the other person. My wife took me ...

Posted under Sales
from http://thesalesblog.com 26 days ago

When I was very young and new to sales, I thought that bigger companies were better managed, better resourced, and had fewer problems. The larger the clients I won, the more I realized that bigger companies have bigger problems, and they have more of them. Wal-mart is now dealing with ...

Posted under Sales
from http://thesalesblog.com 27 days ago

Right now, you might be reading a few self-loathing sales prognosticators suggesting that sales is dead. The narrative they have chosen to believe—and compiled enough “data” points to confirm their bias—is that salespeople no longer serve any purpose, thanks to the internet. This, despite the fact that the Bureau of ...

Posted under Sales
from http://thesalesblog.com 28 days ago

There is a complicated client issue. You’re not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action may also put the client at risk. Being stuck between a rock and a hard place, you do nothing. An A-player who is ...

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