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Posted under Sales
from http://sharondrewmorgen.com/ 135 days ago

Let’s liken a buyer’s need to a cog in a wheel that moves a cart. If one cog breaks the other cogs create a workaround so the cart gets where it’s going. The cart would prefer not to replace the cog because of the complexity, fall out, and duration of ...

Posted under Sales
from http://sharondrewmorgen.com/ 135 days ago

Do you know why you don’t close all the sales you deserve to close? Do you know, on your first prospecting call, who will buy? Do you know where buyers go when they say ‘I’ll call you back?” Do you know what takes buyers so long to buy when it ...

Posted under Sales
from http://sharondrewmorgen.com/ 135 days ago

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about? You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘pain’? The moment — the very moment — you hear that a ‘need’ matches your ...

Posted under Sales
from http://sharondrewmorgen.com/ 135 days ago

Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through ...

Posted under Sales
from http://sharondrewmorgen.com/ 135 days ago

Buying Decision Teams are your real prospects. They 1. provide the consensus and change management that must be addressed before a purchase; 2. coordinate the details of a need to include each voice involved with a new solution. Without the whole Team assembled, we’re merely hoping we’ve got a prospect, ...

Posted under Sales
from http://thesalesblog.com 135 days ago

How to Get Leverage is a post from: The Sales Blog | S. Anthony Iannarino A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to ...

Posted under Sales
from http://thesalesblog.com 135 days ago

How I Read Books Now is a post from: The Sales Blog | S. Anthony Iannarino I’ve stopped trying to read a lot of books. I used to read a book a week. I read a book a week outside of my assigned reading in college and all the way ...

Posted under Sales
from http://thesalesblog.com 135 days ago

The Leadership Playbook: Leaders Teach Values is a post from: The Sales Blog | S. Anthony Iannarino My friend, Howard Bloom, tells a story about Japanese macaques (monkeys). He says that “an innovative leader can spread new practices through the group in hours. But a conservative monkey leader, a dictatorial ...

Posted under Sales
from http://thesalesblog.com 135 days ago

The Hustler’s Playbook: No One Owes You Anything is a post from: The Sales Blog | S. Anthony Iannarino I once heard a non-hustler say, “I can’t live on the money that my company pays me.” This non-hustler believes that his company owes him enough money to meet the standard ...

Posted under Sales
from http://thesalesblog.com 135 days ago

The High Price of Transacting is a post from: The Sales Blog | S. Anthony Iannarino This is a painfully awful blog post to write. But it is, in fact, the most horrific example of the high cost of transactional behavior I have ever seen. On July 17th, Malaysian Airline ...

Posted under Sales
from http://thesalesblog.com 135 days ago

How to Lose a Deal is a post from: The Sales Blog | S. Anthony Iannarino Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out ...

Posted under Sales
from http://thesalesblog.com 135 days ago

The Real Story Goes Unreported is a post from: The Sales Blog | S. Anthony Iannarino Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a ...

Posted under Sales
from http://thesalesblog.com 135 days ago

On Seemingly Adversarial Questions is a post from: The Sales Blog | S. Anthony Iannarino The contact sitting across from you appears to be adversarial. She’s asking the toughest of tough questions. She’s incredulous when you respond, even though you are giving her the pure, unadulterated truth. When you explain ...

Posted under Sales
from http://thesalesblog.com 135 days ago

Translating Price Objections is a post from: The Sales Blog | S. Anthony Iannarino Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive ...

Posted under Sales
from http://thesalesblog.com 135 days ago

The Leadership Playbook: Relentless Accountability is a post from: The Sales Blog | S. Anthony Iannarino I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him ...

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