Another great article by Daniel Sitter! This one about how frequently the flaw in your sales process is that you’re just not following up. I can tell you from my point of view, as the CEO of a contact management service, that its true. In 2008, just remembering to call the right people … Continue reading
SalesTeamTools.com has asked its contributors to answer the question, “What’s the one thing you changed in 2007 that had the greatest impact on sales?”. There have been some fascinating responses. Jan Visser, founder of SalesTeamTools.com, asked me to contribute my two cents to the discussion. Click here to read my post to SalesTeamTools.com The … Continue reading
I’m a gadget guy so, this post on SalesTeamTools.com got my attention. Great suggestions for using your camera phone to help you sell. There are some really good ideas here!
I’ve got a young family and so, I don’t get “out” like I used to… Last week, I let an old college buddy talk me into meeting him out for a beer or two after work. Didn’t spend too much time or have too much fun but, the topper was when I walked … Continue reading
I once worked with a sales veteran who could show up and sit down in just about any situation and start building relationships and closing sales almost instantly. His secret weapon was that he had worked for a Xerox distributor early in his career and had participated in a lot of Xerox sales training. … Continue reading
Okay, this is just good fun stuff… See the most frequently viewed videos of 2007, as ranked by Hans Johnson.
That’s right, I said “put them in a bucket”… Of course, what I mean is to categorize them. There are all kinds of potential markets and customers for your business out there. You need to know which ones are the most profitable for you. I call them “buckets”. You can only carry 2 … Continue reading
In front of the customer, they’re instinctive… But somehow, they’re tough to write down on a piece of paper. Your qualification questions. The questions you ask a prospect so that you understand they’re needs and what solutions you may have that they’ll see value in. So you’re asking, why do I need … Continue reading
Sales wins customers and customer service keeps them. Growing your business depends on both. In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading
Per my last post, I owe you an article on how to motivate your team to use an information system to improve sales, service and support effectiveness. However, I saw a post today that I just had to pass on. Yaro Starak‘s post about an article by Rich Schefren is a must read! … Continue reading