Do you keep information from your customers? I hate to pile on the post office, but they really hurt their sales efforts. I recently needed to purchase a certified letter for a business document I was mailing. I made the purchase at 10AM. I was instructed to go to the U.S. Postal Service website, usps.com, enter my tracking number and I would be able to see the letter’s … [Read more...]
Archives for July 2014
Women in Sales: Be careful.
Women in sales, have you heard about the hubbub going on at GitHub? It seems that engineer Julie Ann Horvath left the company because of allegations about gender-based harassment. There is a lot in the media to show that some unusual things did happen. In fact, the company president and co-founder, Tom Preston-Werner, stepped down. He was criticized that he had mishandled … [Read more...]
Passion for Sales, Value & Buyer’s Remorse: July 2014
THE MONTHLY SELLING NEWSLETTER WITH IDEAS TO SELL MORE NOW July 2014 The Selling Quote of the Month "Education is not the filling of a pail, but the lighting of a fire." -–William Butler Yeats, writer, Nobel laureate (1865-1939) For Salespeople... How do you know you will fail at … [Read more...]
Sales Management & Sales Strategies: June 2014
THE MONTHLY SELLING NEWSLETTER WITH IDEAS TO SELL MORE NOW June 2014 The Selling Quote for the Month “The only thing necessary for the triumph of evil is for good men to do nothing." -–Edmund Burke For Salespeople... Do … [Read more...]
Influence & Sales Motivation: May 2014
THE MONTHLY SELLING NEWSLETTER WITH IDEAS TO SELL MORE NOW May 2014 The Selling Quote for the Month “That which proves too much, proves nothing!" -German Proverb For Salespeople... Think about a recent sales call. Did you only talk glowingly about your products and services? I’ll bet that if you only talk about what’s wonderful that you’re not selling as much as you … [Read more...]
Ideal Prospects & Buying Decisions: April 2014
The Selling Quote for the Month “I will play Stockhausen only on two conditions. One, there will be no rehearsal and two, the performance is conducted at gunpoint." -Flautist James Galway on his contempt for avant-garde composers For Salespeople... Galway is pretty clear on what he doesn't want to do. I see a lot of salespeople who lack that same clarity for what … [Read more...]
Mentors & Selling Strategy: March 2014
The Selling Quote for the Month “To know the road ahead, ask those coming back.” -Chinese Proverb For Salespeople... It’s time to for salespeople to get lazy. How? You follow this proverb. The next time you have to develop a sales strategy why not talk with someone who has already experienced your situation or one similar? You don’t have to spend countless hours … [Read more...]
What to include in your sales proposals and RFPs?
You probably don't like it very much if you find yourself having to sell by submitting an RFP or sales proposal. Most salespeople spend a whole lot of time generating their RFPs and miss the opportunity to be strategic about the RFP. You might also wonder what to include in your sales proposals and RFPs. Here's a recent column on how to be strategic when you have to write … [Read more...]
Reasons Customers Buy & Become a Sales Visionary: February 2014
Monthly Newsletter with New Ideas to Sell More Now February-2014 The Selling Quote for the Month “A person usually has two reasons for doing something: a good reason and the real reason.” -Thomas Carlyle, historian and essayist (1795-1881) For Salespeople... Listen carefully to your customers’ answers to your questions. Some are too afraid to tell you that they … [Read more...]
27 Key Sales Performance Drivers
In a recent AchieveGlobal report they identified 27 Key sales performance drivers. How many do you think you have mastered? This is a good topic for your next sales meeting. Your sales team can discuss how to develop more of these sales performance drivers. If successful salespeople master these sales performance drivers, you should be more successful if you do, too. Key … [Read more...]