Being a sales executive requires tenacity, dedication and a skillful plan. Many of us have been in situations where we reach that unwritten fine line between being a salesman and becoming obsessive in our desire to “Make the Sale”
Did you ever think that perhaps in direct sales, there’s a fine line between being persistent […]
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager.
Susan is also exhausted.
Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and […]
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.
Why is this happening? Why is cold calling going away?
There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point […]
If you own or are looking to start a credit repair business,
one thing you will definitely be needing is credit repair leads.
The benefit of buying credit repair leads is that the customer
is committed to paying a professional for credit repair help.
The customer is not merely looking for information. Once they
fill out the on-line form, […]
Help buyers discover the answers they need to understand and align all of their decision variables.
In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision […]
As I was enjoying a beer with a longstanding friend recently, we got to reminiscing over the many good sales people (and some not so good) that we had known, individually and collectively over our long and varied sales careers.
Apart from the “Where is he now? Wonder what he’s doing?” theme that threaded its way […]
The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.
A profitable growth focus is the foundation of the […]
Yes, you heard me right; I said “Date your clients!” Just think about it for a moment-what did you do when you first met your significant other?
You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, “We should […]
The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into specific sectors of CRM, the more solution selling is being invoked. All this newfound religion of selling solutions is truly […]
“Open-source” is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of “open source” to software programmers has been dramatic. “Source code” is defined as the inner working and competitive advantage of operating systems and other computer programs. […]