Sales

Connecting Your Way to New Business

July 13, 2011

I firmly believe businesses can have all the sales they need to be wildly successful. How you ask? Well you could sit in your office cold calling, but that is a numbers game and most salespeople don’t like doing it so they are not very effective. Most people don’t buy from a cold call – [...]

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Stop Handling Objections & Start Closing More Deals!

June 13, 2011

How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction.  Price can be a smoke screen and if we rush too quickly to solve for that we may not [...]

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Using Social Media to Drive Traffic to your Website

May 17, 2011

People are always asking me how they can drive traffic to their website using social media.  I am not a social media guru but I do know  a few.  Here’s what I do: 1. Make sure that each blog post I write has a call to action that drives the reader to my website. 2. [...]

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Is Your Salesperson a World Class Networker?

May 13, 2011

When you hire a salesperson, how do you know if they’re a world class networker? So many companies hire salespeople and quickly become disappointed in their performance.  In his article, Is Your Sales Candidate a Great Networker? Barry Deutsch of Impact Hiring explains: You’re conducting an interview for a sales professional. This hire is critical [...]

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It’s Not What or How, It’s Why

May 7, 2011

It’s not what we do or how we do it but why that differentiates us. Today I was on the radio show Bosma on Business. Mike asked us what’s the number one thing that will increase sales? I agreed with all the answers they gave as things that will help you increase sales but in [...]

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Is Your Sales Person Onboarding Program Causing Underperformance?

April 25, 2011

I was listening to this Sales Management Minute from my colleague,  Lee Salz and it will really hit home with small business owners and managers. I posted this response to him on LinkedIn and thought I would share it with you because so many companies have struggled with hiring and onboarding salespeople.   Onboarding salespeople [...]

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More Great Tips from Sam Horn

April 11, 2011

There are so many e-newsletters out there and not enough time to read them all.  Trying to find the ones that are worthwhile is difficult.  I have a few favorites and Sam Horn’s is one of them. Her recent article How Can I Turn a No into a Yes? is an excellent read.  I have [...]

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How To Get The Most Out Of A Trade Show

April 3, 2011

Check out your competition at trade shows Worried about standing out amongst hundreds of other exhibitors; you should be. But don’t overlook your competition as viable prospects. At almost every show I set clients up to attend they come back with business from other exhibitors and find at least one exhibitor that they can collaborate [...]

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Are you Ordinary?

March 29, 2011

I read a book this morning called The Fred Factor by Mark Sanborn (www.fredfactor.com). Someone from NSA recommended that I read it and I was reluctant because a lot of books like this are so contrite and simplistic. It’s a short book and I read it in an hour while I was pedaling this morning. [...]

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What Do You Say When People Ask, “What Do You Do?”

March 8, 2011

by Sam Horn, The Intrigue Expert, author of POP! and Tongue Fu! www.SamHorn.com It happened again. I went to a conference last week and met dozens of smart, talented entrepreneurs. Yet when I asked them “What do you do?” or “Tell me about your business,” many couldn’t quickly and compellingly communicate what they did in a [...]

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