Lead Generation

Lead generation is the life blood of any sales team.  Both marketing and sales departments often are responsible for Lead Generation.  Find methods to grow and manage lead generation for consistent sales growth.

Get more out of everything

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!   Improving … Continue reading

Stellar Customer Service is easier and less expensive than you think

You don’t have to be in the Fortune 500 to build superior stellar customer service into your business. In fact, when’s the last time you called a Fortune 500 company for service and came away impressed with the service you got? The big guys have the resources to do whatever they want but, their size … Continue reading

CRM can help you get organized to be successful

I hope its obvious but, to be sure its understood, I try not to use this blog to shamelessly promote SalesNexus’ CRM services, which is my day job. However, when the “godfather of modern networking”, Ivan Misner, lays the pitch up there, I just have to take a swing!   In his recent Entrepreneur.com article, the founder … Continue reading

In the 21st century, Put Offs Are Your Friend

A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: •”Send me your brochure and I’ll get back to you” •”Can you send me your basic price schedule to review?” … Continue reading

The end of advertising as we know it

Well there it is! If you have anything to do with marketing or selling, you need to read IBM report, “The End of Advertising as We Know It”, I picked up on TechCrunch!   Its a validation of all the trends we sense in the industry with some fascinating stats and trend data. There’s a … Continue reading

The Ultimate Take Away

I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same…   I expected him to act like every other sales person I’d ever met and start “selling” me on his services and … Continue reading

Sales people don’t have to be scary!

Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of their worst ever sales experience, perhaps on a used car lot… The bad news is that lots of sales people perpetuate this myth and are intimidated by their prospects because … Continue reading

Simple steps to identifying prospects that will buy

Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up as one of the most challenging aspects of sales. Some people just can’t handle that kind of rejection day in and day out… The good news is that it doesn’t … Continue reading

Fire a Prospect

Objectives – Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact.  They don’t return your calls because they know you’ll call again.  This … Continue reading

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