Sales

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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The Value of Public Relations to the Sales Team

January 9, 2011

Public Relations, better known as PR, is important to businesses of all sizes as a lead generation mechanism. Most small businesses and entrepreneurs don’t know much about PR and don’t budget to have an agency assist them. When you are trying to increase sales, marketing and PR are paramount. You can make the salespersons job [...]

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You’ve Got a Lead, Now What?

October 29, 2010

Recently I was interviewed by Rick Hubbard of Consultants Over 50 about generating new business. It was a fun interview and we got great feedback. I thought the information would be helpful to anyone who is selling, not just consultants, so follow this link to listen to the recording.

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The Benefits of Social Media

September 30, 2010

Recently I got a response to my promotional email advertising my LinkedIn webinar, I’m on LinkedIn…Now What?? Here’s the email I received: Subject: I’m on LinkedIn…Now What?? Alice– To tell you the truth, I’ve been asking myself the same question for over a year. It does give you a presence online, and thus some credibility. [...]

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8 Questions You Need the Answer to Before you Can Close the Deal

September 18, 2010

Closing the deal doesn’t have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair price and asking for the business. (Not to over simplify, I know there [...]

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No Bull: In Sales Silence is Golden

August 13, 2010

by Hank Trisler, Author of No Bull Selling: 2010 Edition, and reprinted from SalesGravy Silence used to terrify me. When I was a much younger man, just beginning to learn how to sell, I was convinced that selling equated to talking. If I wasn’t talking, I wasn’t selling and if I didn’t sell, I’d starve [...]

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