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Posted under Sales
from http://thesalesblog.com 95 days ago

Mindshare equals wallet share. The greater your share of mind, the greater your share of wallet. You are either leading your clients or they are leading you. For decades, salespeople have been taught to uncover dissatisfaction and to sell their solutions. The challenge with this approach now is that it ...

Posted under Sales
from http://thesalesblog.com 97 days ago

“Customers are no longer loyal. They will leave to save a few dollars.” There is some truth to this statement. People are no longer as loyal to companies as they once were. They don’t feel the same undying loyalty they did at one time. The interesting question is not whether ...

Posted under Sales
from http://thesalesblog.com 97 days ago

The dream client you’ve been pursuing has once again rejected your request for a meeting. You have asked so many times that you have lost count of how much this contact has told you “No.” You want to believe that “no” doesn’t mean “no,” that it means “maybe,” or “later,” ...

Posted under Sales
from http://thesalesblog.com 99 days ago

The human mind is an interesting thing. It is powerful beyond belief, yet riddled with all kinds of viruses that will harm you if left unchecked. To protect your ego, your mind will come up with ways to rationalize your failures, even rationalizing your behavior when you wrong another person. ...

Posted under Sales
from http://thesalesblog.com 100 days ago

The only reason you keep working on deals you know you don’t have a real chance of closing is because you don’t have real opportunities with which to replace them. In order to rid yourself of time-wasting non-deals, you need to replace them with real opportunities. Massively Increase Your Prospecting ...

Posted under Sales
from http://thesalesblog.com 100 days ago

There is only one way to ensure that you have an accurate sales forecast. You don’t need software, and you don’t need dozens and dozens of questions. A single question will suffice to provide you with all you need to know about the accuracy of your forecast. That question is ...

Posted under Sales
from http://thesalesblog.com 100 days ago

According to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales. In this insightful conversation Anthony speaks with ...

Posted under Sales
from http://thesalesblog.com 100 days ago

Most of the people who work for you are not intentionally trying to do poor work. They aren’t trying to fail in their role, and they aren’t trying to make mistakes. Very few of them are acting on some malicious intention to do harm to the business, nor is it ...

Posted under Sales
from http://thesalesblog.com 100 days ago

Leaders can very easily and unknowingly fall into a trap. Without even recognizing that they have done so, they can become addicted to doing urgent and important work that really belongs to someone on their team. By allowing themselves to get mired down in day-to-day operational issues that belong to ...

Posted under Sales
from http://thesalesblog.com 100 days ago

Being productive with your time is critical to your success in sales, so you want to compress the sales cycle and close deals faster. You try to shorten the sales process by moving through discovery faster, rushing to a presentation and proposal, and asking for the business. The problem is ...

Posted under Sales
from http://thesalesblog.com 100 days ago

I talk a lot about being other-oriented on this blog. If you are aiming to be a level 4, trusted advisor sales professional you won’t get there by being focused on yourself. I also talk about not being subservient to your client. A client who does not see you as ...

Posted under Sales
from http://thesalesblog.com 100 days ago

Last week a reader of my Sunday Newsletter sent me an email to ask me a single question. That question was, “How do I become rich?” The word rich is used to describe people who have an abundance of money and material wealth. But just like there are multiple forms ...

Posted under Sales
from http://thesalesblog.com 100 days ago

You can’t “be successful.” You can only do the things that produce success. Hustlers are successful because they do certain things of which success is a byproduct. Future-Orientation Hustler’s are future-oriented. They don’t allow their past to define their future. For a hustler, their past is just an origin story. ...

Posted under Sales
from http://thesalesblog.com 100 days ago

There are dozens of situations in sales (and many other human interactions) where the conversation you need to have is uncomfortable, difficult, and risky. It’s easy to allow your fear to prevent you from engaging in the conversations necessary to move things forward and instead, avoid the topic altogether. Your ...

Posted under Sales
from http://thesalesblog.com 100 days ago

Very few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a perspective and skill set far beyond those of ...

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