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Posted under Sales
from http://thesalesblog.com 77 days ago

When I was 17 years old, I started a rock-n-roll band. I was a singer, and singers need other players. My brother played bass, and our friend played drums. We needed a guitar player, and there were plenty around. You didn’t know the kids that played guitar. You never saw ...

Posted under Sales
from http://thesalesblog.com 78 days ago

It is likely that your first sales call wasn’t very very good. You were like a dance partner that was dancing for the very first time. You didn’t open the call well. Nor did you set an agenda. There is no way you knew enough to describe the process you ...

Posted under Sales
from http://thesalesblog.com 79 days ago

I had a lot in common with William. Both of us were being raised by single moms, and both of us had siblings; my mom was raising four kids by herself, his mom was raising three. We both lived in the same apartment complex, mine being directly behind William’s, but ...

Posted under Sales
from http://thesalesblog.com 80 days ago

For all you know: Your dream client is no longer in love with their long time provider. In fact, they moved on 6 months ago, and they are still not happy. Right now, they are getting ready to look for a new provider. That prospect that never used a product ...

Posted under Sales
from http://thesalesblog.com 81 days ago

Sale leaders underestimate just how much impact their sales force can have on the execution of their strategy. If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This ...

Posted under Sales
from http://thesalesblog.com 81 days ago

Poor results are almost always the result of too little activity. Greater activity cures low activity problems every time it is tried. The post Activity Cures Activity Problems – Episode 112 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 82 days ago

You transfer your beliefs to your prospective clients, for good or for ill. If you believe in your company and your pricing, you will transfer that belief. But you also transfer the belief that you don’t, if you aren’t sold. The post You Transfer Your Beliefs to Your Prospects – ...

Posted under Sales
from http://thesalesblog.com 82 days ago

Trey was the manager of the kitchen in the small, boutique hotel where I worked when I was 17. I had been washing dishes there for some time, he needed someone to cook, and I was moved into that role. It wasn’t very difficult to learn to cook everything on ...

Posted under Sales
from http://thesalesblog.com 82 days ago

You cannot serve two masters, but you pay attention to the second master if you are an operator. The need to sell and market isn’t diminished by your need to run the operation. The post Why Operators Don’t Sell – Episode 110 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 82 days ago

A video about seeing Steel Panther with my teenage son, and recognizing your tribe. The post Membership in the Tribe – Episode 108 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 82 days ago

The first ever OutBound Conference was an enormous success. These are my final thoughts. The post Final Thoughts on Outbound – Episode 107 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 83 days ago

One of the things I hear from sales leaders most often is that their sales force cannot negotiate. It turns out that this is not often true. What is true is that the sales force does not negotiate with their clients. They often do, however, negotiate very effectively with their ...

Posted under Sales
from http://thesalesblog.com 83 days ago

The view of people who sign the front of a check can be different from the view of someone who signs the back of a check. Back of the Check There are a lot of people doling out advice who do so without ever having to sign the front of ...

Posted under Sales
from http://thesalesblog.com 83 days ago

You are being told the phone is no longer an effective tool for prospecting. This is not true, and it is hurting salespeople, their families, their companies, and their clients. The post The Big Lie – Episode 109 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 83 days ago

One of the people who was incredibly generous and helpful to Anthony when he launched his book recently was a woman he had heard about but didn’t really know, Lolly Daskal. Lolly helped promote the book, wrote articles about it, and more – which shows a bit of the type ...

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