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Steve Martinez - EzineArticles.com Expert Author
Steve Martinez offers a unique solution for business to business organizations who want to generate more sales with technology. Ask about the "Selling Robot" concept he developed that allows his clients to increase sales activities by as much as 10 times. Steve is the chief architect of a selling system that streamlines and automates the selling process for business.
Steve's insight into your business issues comes from his intuitive problem solving skills and the foundation ... [More]
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- How to Cook Up Sales Perfection With Experience
[Business:Sales] This experience of watching my Mother cook, reminded me of how master salespeople have the ability to perform in style and grace when the heat of the competition is on. I asked myself, how does someone get to this place of confidence and the answer is clear in this article.
- How to Cure the Scarlett Syndrome in Sales
[Business:Sales] Do you remember the ending of the classic movie, Gone with the Wind? At the end of the movie Scarlett O'Hara has a great line. What is it? You should know, because it is one of the biggest reasons that sales are being lost and salespeople are failing to close orders. We share a few tips on how to cure this sales killing condition.
- How to Reach More Prospects
[Business:Sales] If you are like me, you deal with diverse personalities and perhaps you find it interesting that you are different than some of your friends and family. We must understand that our contacts are different and we must be reachable.
- The BIG Sales Talk
[Business:Sales] When my daughter asked me - "Daddy, where do sales come from?" I had to share the secrets of following a systematic approach to selling that generates referrals and follows the best practices of selling and embraces technology to get more done in less time.
- How to Create Boomerang Sales
[Business:Sales] If you want to bring back sales to your business, you need a plan of action that will follow-up on your existing customer business opportunities. Too often, a prospect will become cold if you don't continue to reach out and build a strong reason for business. Businesses need a system that keeps prospects in touch and aware until they are ready to invest with you.
- Grand Canyon Motivation Lessons
[Self-Improvement:Motivation] Today, we are involved in a challenging recession and business is difficult. It is important for us to plan each move we make and remember our accomplishments, so we can stay motivated. There are signs of hope in our economy and we must stay on the trail that will lead us out
- How to Automatically Generate Referrals
[Business:Sales] Every business needs to generate referrals to keep growing and unless you create a system that will do this for you automatically; you won't empower your business customers to dynamically help you. Here are four steps to automate the process of generating referrals for your business.
- How to Make That Cold Call
[Business:Sales-Teleselling] You can become successful at Cold Calling! You will increase your success rate and get results each time you use these tactics. Do you want to qualify prospects faster, these tips are for you. Don't waste your time with rejection, empower yourself with these strategies.
- The Power of Dreams and How They Become Reality
[Self-Improvement:Goal-Setting] When I was a kid, I dreamed of becoming a doctor, I didn't like blood, so I changed professions and in reality, I am living my dream. The difference is that I help businesses get better and people improve their situation with my diagnosis and therapy.
- How to Train a Sales Person
[Business:Sales] How do you duplicate success? Would you try to clone your best salesperson? Trying to clone salespeople is a little like trying to train a cat to fetch a ball. You will only become frustrated and the cat wins. The best way to duplicate success is to teach the best practices of sales and provide a selling process to follow.
- Can You Trim Expenses and GROW Business?
[Business:Management] How do you cut costs in sales and marketing and still grow your business? This is not an easy question to answer. However, it is a dilemma that business owners are facing in this economy. The best way to answer this question is to look at the facts of your situation, develop an action plan and do something.
- Why People Don't Buy From YOU
[Business:Sales] Don't you just hate it when a prospect doesn't buy from you when you think they should? Too many salespeople and businesses don't have a plan to keep themselves at the top of their prospect's minds so that when a prospect is ready, they will move forward with a purchase decision. You have to create top of mind awareness.
- How to Find New Customers With Technology Tools
[Business:Sales] Every business has events that create change and opportunity. In many cases these trigger events indicate opportunity. An example of a trigger event is change, change in a business. These events are often posted and announced online.
- How Space Aliens Will Make YOU a Successful Salesperson
[Business:Sales] Can Aliens make you a more successful salesperson? Good question, the next time you are in a rut about selling your services or product, think about how you would sell prospects on the idea of Space Aliens. You will have more fun and it will help you sell with conviction.
- How to Sell - The History of Successful Sales
[Business:Sales] You will sell more when you understand the history and dynamics of selling. In this article we breakdown the roots of sales and the exchange of goods for services with tips on how to improve your success in sales and marketing.
- How to Make a Successful Cold Call
[Business:Sales] Cold calling is the ultimate penalty and learning experience for new businesses and new salespeople that do not have a clearly defined business plan or marketing strategy. If you have to make them, here are tips to make your efforts successful.
- Sales Leaders - Lead, Follow Or Get Out of the Way!
[Business:Management] According to sales leadership statistics, only 20% of businesses have a business plan. These are NOT LEADERS. As I see it, this is one of the key reasons why so many businesses are in trouble. Businesses need a plan of action, vision and a road map to success they can follow.
- How to Survive Sales Rejection
[Business:Sales] When you are faced with rejection, you can still win. You need to plant the seed of doubt in the mind of your buyer. Sometimes, your seed of doubt will grow large enough that it will bear fruit.
- Leading Your Sales With Choice
[Business:Sales] When you are leading customers, and you should be leading your customers, make it easy for them to choose from a limited selection. If you make it difficult, your prospects may walk away or decide, not to decide.
- How to Start a Business Relationship - Like a Marriage
[Business:Sales] One of the major benefits of sales automation is building a sales pipeline for business. The concept is really simple. You take a series of events that you would normally do to initiate a relationship and automate them.
- How to Get Out of a Sales Slump
[Business:Sales] If you played baseball, do you remember getting into a batting slump and not being able to get a hit? It is going to happen and it happens to professional baseball players too. What sports professionals do to get out of a slump is the same thing we must do if we want to get out of a sales slump.
- Why We Need a Connection to Sell and Stories Help Us Connect
[Business:Sales] People buy from people and using personal stories generates connections with us so we can root for the winner. Personal stories and case studies are easily remembered and create warm examples of why we should do business with you.
- How to Reach Target Markets With Personalized Printing
[Business:Marketing] Selling to a diverse group of people isn't easy. This is particularly true when the groups are separated by generational differences and perspectives. I have a brother for example that refuses to join Facebook and I guess that I should be happy he has a telephone. My mother won't join twitter and my grand daughter is too young to have a Facebook account.
- How to Sell With the Drip Marketing Strategy of a Tortoise
[Business:Sales] I am sure you have heard the fable about the Tortoise and the Hare. What if it was a story about two salespeople and one of the salespeople had the qualities of the Hare. The lessons we learn from this fable is not to diddle dawdle when we should keep moving persistent and consistent toward our goals.
- Preparing For the Pressure Moments of Selling
[Business:Sales] Have you ever been in a situation where you could be the hero or the goat in selling? How you respond to these moments will impact your success in life and in your sales career.
- How to Lose Business With a Coulda, Shoulda Attitude
[Business:Management] If you find yourself at a point where you wish you coulda, shoulda but didn't, now is the time to take action. It is the winning teams that take action and the losing teams that wish they coulda, shouda. What do you want to be? Take the first steps to become a winner.
- The Number One Objective of a Sales Call
[Business:Sales] The number one goal of your sales activities is to decide who warrants your time and work with those whom you can influence to move further towards a sale with you and your company. There are five points you must know to guide you in sales.
- How to Get Ready For a Sales Appointment
[Business:Sales] Does a woman have an advantage in preparing for a sales appointment over a man? Here are a few key differences between a casual man and a woman in sales to think about.
- The Tale of a Lost Sale, # 3
[Business:Sales-Management] There can be many reasons why sales opportunities are lost and sometimes it is more than just one reason. This is a story about Bob, Kim and Chris and their sales adventure with problems from not having a system and then CRM implementation.
- How to Sell Like a Farmer
[Business:Sales] What would your business be like if you could sell like a technology advanced farmer with drip marketing strategies. How much could you increase profits and reduce cost of sales?
- Writing A Winning Business Plan
[Business:Sales-Management] Can't write a business plan? Get out of character and you will be able to do it in 60 minutes. Follow this simple formula for writing a business plan and you will be able to create one for your business like a winning coach for a football team.
- How to Sell Challenging Prospects
[Business:Sales] Sometimes you aren't able to connect with prospects you want to reach. There are reasons and ways to over come these challenges and find common ground.
- Strategies For Selling the Concept Your Client Can't See
[Business:Sales] The strategies you use when your prospect doesn't see a problem will make you a success or failure. This advice and selling tactic will influence your prospect to adopt the solution you have to a problem.
- How to Maximize Time and Increase Sales
[Business:Sales] Holidays bring shorter weeks and less time to do everything. Time is the one resource we can't save. We can only spend it wisely or poorly. As we approach a New Year, I'm always reminded there are 525,600 minutes in a year unless it is a leap year
- Before You Make That Cold Call
[Business:Sales] Before I teach someone my system and strategies for cold calling, I first eliminate the myths about cold calling and instill a process that works every time. If you must make cold calls, make them right and you will learn a great deal from the experience to increase your prospects.
- Can You Speak Tradiboomxer? You Better Learn How!
[Business:Sales] Here are a few tips to consider when you are evaluating your sales and marketing plan. Consider the challenge or advantage your current sales team will encounter when they meet someone NOT of their generation. Adjustments in the sales communications are critical to achieve success in your business.
- How to Break Sales Limits
[Business:Sales] What kind of limits do you place on yourself? For example, how many sales calls can a salesperson make in a day? The answer I came up with could certainly be improved. How about your answer?
- Sales Lessons From Survivor Gabon
[Business:Sales] I was surprised by how, what seemed like the stronger players of the game kept being knocked off. Some of these players were in sales and I expected them to have an edge on life and the game. Boy, what I disappointed.
- How to Increase Sales by Cutting Back
[Business:Sales] I was in the garden doing some pruning and compared the importance of what I was doing to what every salesperson should do for business. Maybe it is time for you to prune away prospects, cut back commitments and cultivate yourself.
- How Sales Success = A Love Story
[Business:Sales] I like to ask couples is how they met and fell in love. Each time you hear the answer, it is usually a very good example for a selling strategy that worked. Here are a few examples we can learn from and apply as winning sales tactics to become more successful.
- Why Keep a Little Black Book of Sales Secrets
[Business:Sales] When I first started selling, I was a mess of confusion and very disorganized. I was constantly looking for information I had written and couldn't find. Fortunately, a simple system of using a little black book saved me. Here are a few tips that will help you sell more with good information at your finger tips.
- How to Write an Introductory E-Mail That Doesn't Get Deleted!
[Internet-and-Businesses-Online:Email-Marketing] Do you remember how excited you were when the computer said to you - "YOU'VE GOT MAIL!" The romantic comedy with Tom Hanks and Meg Ryan is one example I remember. Well, gone are the days when we get real excited about opening up our email unless we are expecting something and are waiting for it to arrive. Here are some tips to change that and get attention.
- How to Hire the Perfect Salesperson
[Business:Sales] Wouldn't it be great to find the perfect salesperson and hire them with a long term contract like a marriage? If you are like me, and I'm someone who has worked with a lot of salespeople over the years, you would have a list of qualifications before you hire anyone.
- Selling Strategies For Web 2.0 Every Salesperson Should Adopt
[Internet-and-Businesses-Online:Internet-Marketing] Even after four years, if you ask most people what Web 2.0 is, you will get a lot of puzzled looks and more questions than you get answers? It was 2004 when the phrase Web 2.0 was first coined and now there are many explanations.
- How to Improve Sales by Position
[Business:Sales] Have you been to a grocery store lately? Recently, I wandered down the breakfast cereal aisle and discovered many cereal brands had more choices than I can remember. I noticed that the bland choices and lower priced options were on the lower selves and difficult to reach.
- How to Build a Business Without Leaving the Office
[Business:Sales] Do you feel like you don't have time to connect with your clients to develop accounts? I hear this often. However, you have the perfect business building tools in your office. You just have to use the tools you have.
- A Simple Plan For Creating More Sales
[Business:Sales] Every business should have a plan for building sales and follow a step-by-step process. If IN-N-OUT can have a plan and a process for burgers, you should have one for sales. Here are a few ideas to consider when building a simple plan for creating more sales.
- How to Sell to Followers and Not Leaders For Better Results
[Business:Sales] Most of us are followers. As much as I think of myself as a leader, I'm must admit that I'm really a follower like you. Leaders are huge risk takers and a little crazy because they are doomed to failure and are often thought of as being a leader when they make a mistake, but are fortunate to survive and tell about it.
- How to Leverage the Right Contacts to Increase Sales
[Business:Sales] Leveraging the right contacts is one of the most important strategies you can implement that will have a dynamic impact on your business. It is quite likely that your key clients have connections you can leverage to find new prospects. All it takes is a simple question.
- How Business Cards Have Changed
[Business:Marketing] What does your business card do for you? Well, it might be time to change it a little. Business cards have been around for centuries and came into use around the 15th Century. One of the initial purposes of a business card was to promote trade. It is one of the reasons a business card is often called a trade card.
- Are You Invisible to Your Customers?
[Business:Customer-Service] From time to time my wife will complain that she is invisible. She says this when she can't seem to get the attention of a waitress or someone in a store to help her. The same is true with sales people. These are online tactics you can use to get noticed and sell more.
- A Tale of Three Business Owners
[Business:Sales] Now that times are tough times, these business owners need to decide what to do now - what would you tell them if they came to you for advice? There are many options for sales and marketing development.
- How Rejection Makes Me a Better Salesperson
[Business:Sales] How and why I got started in sales is probably based on rejection. I just don' like rejection. I realize this might not make sense. Particularly since the world of selling is often filled with rejection. It is also the reason many people don't hang around sales - the rejection factor.
- Two Reasons Why 90% of Salespeople Fail and 10% Succeed
[Business:Sales] While I was eating lunch I thought about how there are two things that really make a difference in selling. Execute these and you can guarantee success for yourself.
- The Difference Maker in Success
[Business:Sales] Every achievement begins with a dream. If this is true, do you dream of reaching success in your daily selling activities? If you are not, you are missing out on a powerful motivator and success stimulant.
- Why My Mom Is a Great Sales Manager
[Business:Sales-Management] Mom didn't know she was training me to be a great salesperson and coaching me to success. You see, I always knew that discipline was coming when Mom would say, "Just wait till your father comes home". After I heard those words, I would often become the model child and hope that my actions of extra chores or homework would yield a reprieve from the disciplinary action when Dad came home and he asked about our day.
- Tips For Investing in Automated Selling
[Business:Sales] This is an article about investing in sales automation and CRM technology. One of the first factors to consider is protecting and storing of customer data. There is a clear advantage for customized applications over standardized selling systems. While some system claim to be automated, most of them are semi-automated and require excessive human interaction.
- Sales Lessons From a Fire Storm
[Business:Sales] When you know the possibility of a coming disaster, your priorities shift very quickly. The sales lesson I want to share is very real. My wife and I were faced with having to decide what we wanted to save and what we needed to save in our home. If you are looking for an advantage in selling, focus on turning the needs of your prospects into wants. When your customers want what you sell, they will buy.
- If Only I Were an Elephant, I Could Sell More
[Business:Sales] As a kid, did you ever think about what kind of animal you would want to be? I was thinking about this and I've changed my mind about being a monkey. Instead, I've determined an elephant has better selling characteristics.
- A Banana Sales Story
[Business:Sales] Being in sales we often call on customers that have never experienced what we can do for them. They simply don't know the value we can bring or what we offer, much like the family who didn't know what a banana would taste like, or even how to eat it.
- The Big Dawg Selling Strategy
[Business:Sales] If all we sold was hot dogs, the Big Dawg strategy is probably enough. Unfortunately, life isn't so simple and we offer more than one product or service. This requires us to expand the Big Dawg strategy toward TOMA, or Top of Mind Awareness on many products and in many ways. Here are some tips to make selling easier.
- What Should a Salesperson Say?
[Business:Sales] If you ask 100 people what a salesperson should say to a prospect when they first meet on the telephone or in person, you might get 100 different answers. Some people will suggest the salesperson should tell the prospect what they do, and how or why they are different. This article covers what works best in this situation.
- If You Want to Increase Sales – Think like Mother Nature
[Business:Sales] How would you answer an aspiring salesperson who asks -- "How long does a typical sale take from start to finish?" I thought about this answer and realized Mother Nature has answered this question since time began. Selling is like planting seeds so we can reap the fruit of our efforts. We just have to know where and when to plant the right seeds and how often to water them to get good results.
- How To Handle A Gate Keeper And Make A Customer
[Business:Sales] When someone starts their career in selling or a new business, it's a constant battle to win new accounts and develop customers. The initial contact for new accounts is the dreaded gate keeper. How a business or a salesperson greets this opponent determines victory or defeat.
- A Foot Blistering Sales Lesson
[Business:Sales] What do you think of when you hear the word blister? My thoughts turn to poor preparation and the reason for this sales lesson. I have a blister from ignoring the basics of hiking. A Blister is a painful lesson for anything that comes your way.
- How to Grow Your Business Through Writing
[Internet-and-Businesses-Online:Internet-Marketing] The reason for this article is to share the success of growing a business by writing and posting articles on the Internet. Thousands of business people just like you are generating sales and income from this method. Perhaps the reason you aren't using this method is because you don't know about this little secret. Well, if we can grow our business from this, you can too.
- The One to One Spider Marketing Plan
[Business:Marketing] This is an article on how to spin a web of one-to-one marketing activities that traps more customers for your business. Businesses should be like aggressive spiders that spin its web carefully to trap prey. If you have observed spiders, they are incredible to watch as they weave a geometrically correct web. It's easy to associate the web with a business sales and marketing plan.
- Who Stole My Customer?
[Business:Management] Having a break-in is a personal violation that creates a sense of fear, panic and confusion. The questions that race through your mind are, what happened and why me? What could we have done to prevent this? When a business experiences this, the reality is that simple measures could have prevented the customer loss.
- How Customer Communications Impact Selling Strategies
[Business:Sales] Your customers have changed. If you noticed the difference, are you making adjustments to communicate better with them? You know, it wasn't long ago that selling and communicating with customers was clear-cut. There were only three ways to reach customers. We could meet them in person, send them postal mail or call them on the telephone. This article reviews ways to adjust your communications for better results.
- Are You As Dumb As I Was About Sales?
[Business:Sales] How dumb is dumb? When I was young, I never thought I would end up in sales. In fact, someone told me that most salespeople end up in sales when they are looking for a real job and can't find one. The truth is that salespeople are strong role models. What do you think? Do you fit the mold of a salesperson?
- Never Get Lost In Sales With The Right Map - The Selling Process
[Business:Sales] Have you ever been lost, really lost, not knowing where you are? The heart will pound as the palms sweat and the lips will quiver as the mind searches for what to say. This experience takes place every day in business. This experience is often called a sales call or an appointment. If you have a map, you can find your way to success.
- When To Hire A Salesperson
[Business:Sales-Management] One of the questions I am asked is, when should I hire a salesperson and what should I look for? I have always felt that hiring a salesperson should be like any business decision. The business should consider the investment as a capital expense that will deliver profitable, measurable results. A budget should be allocated for the expense and a return on the investment should be calculated.
- The GREEN Selling Forecast
[News-and-Society:Environmental] As America and the world are shifting toward a greener policy. Businesses will want green strategic partners that are environmentally friendly, use recycled materials and who use on-line automation and technology to curb energy waste. We look at ways we can adapt selling strategies to meet future business trends.
- My Las Vegas Sales Management Lessons
[Business:Sales-Management] I learned some great sales management lessons in Las Vegas. Having multiple offers in my sales program is one of them. This article shares the value and benefits of multiple contacts, asking good questions and leaving clients alone for a while. It happened in Vegas, and I'm telling you about it.
- Mouse Clicks Or Street Smarts, What Wins Sales
[Business:Sales] Business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with the new breed of buyers. This balance can be accomplished with technology, by automating and personalizing business communications.
- Sales Lessons From A Ten Year Old
[Business:Sales] It occurred to me after hanging up the telephone that I was on sales mode during my call with my ten year old grand daughter. I was later talking with my wife at dinner. The results of each conversation are the sales lessons of this article.
- 3 Key Benefits of Automated Sales
[Business:Sales-Management] When someone asks me, "what are the benefits for automating the selling process?" The answer is easy. A business owner will have more profits, enjoy more free time and gain peace of mind. Let me explain the simple concepts we use to deliver outstanding results. We call it, creating T.O.M.A. - Top Of Mind Awareness. The idea is to reach TOMA with your existing customers so they always think of you whenever they need a service you provide.
- When Mistakes Happen - Do What You Are Trained To Do
[Business:Sales-Training] In my story, we admitted our mistake and were able to show the results of my error. We simply performed what we needed to do to resolve the situation. I remember willing to do just about anything we could if the customer would have asked. The customer didn't ask and remained a key customer for years because we were human and continued to perform for them.
- Final Four Winning Sales Strategies - Defense is the Key
[Business:Sales] Experts agree that the best winning strategy in team sports is a strong defense and I totally agree. The NCAA basketball finals are proving the importance of defense with each game. We write this article, because protecting the basket is as important in basketball as protecting the sale in business. Every business and salesperson must maintain and develop strong business relationships if they want to hold back the competition.
- A Recipe For Selling Success and Baja Fish Tacos
[Business:Sales] My fair skinned wife, a Tacoma, Washington native of German heritage can fix the best tasting Baja fish taco I've ever tasted. It isn't the cook, although I will never tell her this, it is the successful recipe she follows. The same is true with selling. It isn't the salesperson; it is the selling process they follow.
- A Hot Dog Sales Lesson
[Business:Sales] If You sold Hot Dogs, would people drive 64 miles to do business with you? What can you do to make your business an experience people will talk about? This is my sales lesson from the Worlds Best Chili Hot Dog stand. When you bite into these hot dogs, the mixture of flavors explodes in your mouth.
- The Selling Process is a Sales Map to Success
[Business:Sales] One of the reasons salespeople get lost in sales is they don’t have a map. Having a map is critical to ending any journey with success. Unfortunately, many business owners and salespeople don’t have a sales or marketing map.
- What Drives a Successful Salesperson
[Business:Sales] Perspective, Confidence and Attitude Drives sales. Are you driven by success? If you are, you will be challenged with failure everyday. How well you perform with the fear of failure depends on three things.
- How to Sell Like an Eagle - Not a Sparrow
[Business:Sales] Have you ever wondered why Eagles are great hunters? Some salespeople sell like the Eagle and take the high ground to see where the opportunities are in their territory. A natural hunter will learn the habits of its best and most valuable prizes.
- How to Build a Sales Pipeline
[Business:Sales] Many salespeople or businesses never build a sales pipeline that will deliver the results needed to become successful. These are guidelines for building a successful sales pipeline. You must lay the sales pipeline so it provides the contact nourishment for maximum yield. This would be the best practices of selling.
- How to Hire a Superstar Salesperson for 2007
[Business:Sales-Management] If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need to hire a salesperson to get the results you want? This short checklist will take some of the emotion out of your important salesperson decision.
- How a Fictional Negative Sells a Real Positive
[Business:Sales] Fear is a powerful concept that works in sales. People who realize the impact of NOT doing something are motivated to take a positive action. Here is a creative sales letter written to apply the fear tactic normally found in a recall notice. This humorous twist is an effective way to turn a negative into a positive. You can modify this letter to your business and generate outstanding results.
- The Winning Algebra Selling Formula (X+Y)-O=$
[Business:Sales] We use algebra to motivate and influence clients everyday. You are probably using algebra and don’t realize it. Yes, you are using Algebra in selling! When we do this, we get the results we are looking for. Sales and commissions are the direct result of following the Selling Magic algebra formula in the right sequence.
- Why Faceless Technology Requires More Contact
[Business:Branding] There are only a few ways to make a memorable impression. When we blend and balance our communications, we become more noticeable. One of my favorite technology branding tools is brand mail.
- Sales People are NOT Immune to Bionic Automation
[Business:Sales] Sales are NOT immune from automation and businesses can either take advantage of automating the selling process or fight the technology. Here are a few things you can expect from a sales automation system. These are the functions I build into my sales automation solutions.
- How Would You Design The Perfect Salesperson
[Business:Sales] If you could design the perfect salesperson, where would you start? Would it be a male or female design? You can probably think of a few quality sales traits beyond these seven.
- Orange You Ready To Buy?
[Business:Sales] Just like an orange, if you're not around when a prospect is ripe for your services, the opportunity will spoil. Worse yet, your competition will capture the sale. Here are some tips to prevent this.
- How To Fix A Defective Sales Funnel
[Business:Sales] Businesses and marketers use the example of a sales funnel to illustrate how they capture sales opportunities in their marketplace. Sadly, some sales funnels are not only small; they are outdated, have holes in them or are too plugged up to help a business capture all the sales opportunities.
- A Salesperson Should Focus On The Happy Ending
[Business:Sales] The movie, "The Breakup" is a salesman's nightmare. Why, because no one wins! When a salesperson does their job right, everyone wins and business moves forward. It is the chase of a happy ending that drives the way we pursue a client.
- The Ostrich Sales Reporting Syndrome
[Business:Sales] Do you act like an Ostrich when it comes to month end sales reports and forecasts? One of the biggest reasons a salesperson or sales manager has a problem with sales reports is usually associated with the lack of a sales process or selling system. Systems and processes are the key to solving many sales management and reporting issues.
- Build Business Value – Before Selling A Business
[Business:Sales] I normally write about selling strategies, today, is no different. I'm sharing insights on how you can improve your success at selling a business. As you read this, try to take the buyers perspective.
- Tactics of the Invisible Salesperson
[Business:Sales] Look around, do you see evidence of a salesperson in your organization? If you are the salesperson, do you leave a trace of what you have done? Some salespeople are excellent at looking busy, doing nothing and hiding like an invisible salesperson.
- How To Dream BIG In Sales
[Business:Sales] Have you ever thought about where you want to live if you win the lottery? Creating a strong, vibrant image of our dreams is important and we must have a vision of success. We should be able to see, feel, hear, touch and smell our dreams. They say that stories sell. A story with visions of results sells better.
- The Peanut Butter and Jelly Selling Strategy
[Business:Sales] Every business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe.
- Success Strategies to Reach More Customers
[Business:Sales] Reaching customers isn’t as easy as it was twenty years ago. Twenty years ago, there were three ways to reach a customer. The Internet and digital technology changed the business world. We must adjust our communications to match customers and prospects preferences
- What Is the Lifetime Value of A Customer
[Business:Management] Do you know the lifetime value of a customer? If you knew, you would take better care of your customers. Good customers are like comic books and baseball cards. Who would have thought they would become so valuable over time.
- How To Sell a Cat – Curiosity Of Course
[Business:Sales] They say that curiosity killed the cat. Satisfaction brought it back. Another title for this article might be, “how to make more sales creating prospect curiosity.” Now that you have read this, you should read a little further to capture the truth behind the statement. Isn’t curiosity wonderful?
- The Three Cup System for Selling
[Business:Sales] Sometimes, the genius of selling anything is breaking it down to the simplest concept. I was having a conversation with a prospect when they asked me how much my automated selling system cost. If you are in sales, you know this is a buying signal. It is also a critical point in the sales process.
- A Master Salesperson is a Constant Gardener
[Business:Sales-Training] Selling is just like tending a garden. When you follow three master gardening guidelines, you become a master salesperson. Tending prospects and customers with a system of constant contact, makes the difference.
- Losing Berries Is the Same as Losing Sales; Do We Really Have To Lose Them?
[Business:Sales] The reality of business sales is that most prospects aren’t ready to buy, when we are ready to sell. I have experienced the same loss in sales. If we are not there when a customer is ripe for our services or product, we lose a sale. We simply have to be around, checking the vines if we expect to collect our bounty when the prospect is ripe.
- The Workflow Selling Solution for Sales Growth
[Business:Sales] When we are selling to our customers, it is important to uncover the pain of the customer. Sometimes the customer doesn’t want to recognize they have a problem. Sometimes the customer is willing to ignore the problem they have. Our job is to help them realize that unless they change, disaster may hit them harder than they want.
- It Pays to Challenge Customers, They Aren't Always Right!
[Business:Sales] Because I sell for a living, I can’t always follow the customer service philosophy that “the customer is always right”. Challenging customers is part of sales because if we want to prescribe the right solution, we must get to the truth with our customer. Sometimes, customers don’t start out telling us what we need to know.
- Why Changing Course is a Matter of Knowing Where We are Going in Sales
[Business:Sales] The right sales strategy is to make the required course adjustments of our solution with our client throughout the sales process. The only way for us to know what the buyer’s challenges are, is to raise these issues during the sales development phase with good questions.
- Sales Leaders Create a Vision That Places Them First
[Business:Sales] The facts demonstrate is that most people don’t want to be first in line. Being first in line has some risks. Our sales role is to create the vision of success in the hearts of our customers so they see the advantage of being first in their market with our system or solution.
- My Lucky Sales Calling Formula
[Business:Sales-Teleselling] when I discovered the CEO was the voice on the telephone, my blood chilled to the core. However, this was my opportunity and it was the moment salespeople wait for. I needed to collect myself and create a sense of interest and share my reason for calling. You might say that I was lucky. I don’t think so. It was simply a matter of preparation meeting opportunity.
- Why My Sales Manager is a Computer Program
[Business:Sales-Management] The computer will replace a salesman’s best friend when it is programmed to perform the duties a salesperson doesn’t like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls.
- The Automated Sales Person
[Business:Sales] Customer Relationship Management (CRM) tools promote their ability to help salespeople automate the sales processes. However, there is a valid reason most salespeople or businesses can't adopt sales automation successfully and increase sales.
- Fire Branding Customers to Your Business
[Business:Branding] The idea of fire branding customers comes from my grand daughter, Taylor. I realized that several companies are fire branding their image everyday. All I have to do is see a red and blue swirl and Pepsi comes to mind. A few yellow arches and hamburgers with fries make me hungry. A consistent image is what makes this work for them.
- Who is in Control of a Sales Call – the Quiet One
[Business:Sales] Have you ever asked a salesperson a question and instead of getting your answer, you are asked another question? While this may seem frustrating, it is common for an experienced salesperson to use this tactic. Experienced sales people understand the art of questioning and how to take control of a conversation by asking questions.
- How to Survive a Difficult Challenge in Sales
[Business:Sales] This is an article about sales as much as it is about challenging the Grand Canyon. I have ventured into the belly of the world wonder seven times. Each time it has been a different experience. The experience of each journey is like a sales experience because, although the journey is similar, it is never the same.
- The Playing Card Selling System
[Business:Sales] When I was losing money at the poker table with some friends, an idea for teaching salespeople how to use all four communications came to mind. This playing card system will probably work for you and increase your sales!
- Sales Management by the Numbers
[Business:Sales-Management] Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don’t keep track of the vital numbers to make the analysis.
- How to Create A Vision For Sales Success
[Business:Sales-Management] When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need.
- How to Revolutionize Sales With Automation
[Business:Sales] With today’s technology, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.
- The Power of the Reminder in Sales
[Business:Sales] If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically.
- The Forward Thinking Sales Manager Begins with the End in Mind
[Business:Sales-Management] If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.
- Prospects, You Can't Make Them Drink if They Aren't Thirsty
[Business:Sales] Prospects can be exactly like the horse that was led to water, but didn't drink. Sure we can spend lots of time with them and show them plenty of food and water. Even so, they might not eat or drink of what we are offering them. This is why we must make them THIRSTY!
- Why a Salesperson Fails at Selling and How to Prevent It
[Business:Sales-Training] If you stay in sales long enough, you realize that you can’t fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales.
- The Game of Sales Has Rules, Follow Them or Your Out!
[Business:Sales] If you hit a baseball and run towards third base. We both know you would be called out. In the game of sales, salespeople are called out everyday because they head for the wrong base in sales. There are rules in sales like there are rules in baseball.
- How to Develop a Master-Planned Sales Plan
[Business:Sales-Management] If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business.
- How to Handle Sales Objections as Opportunities
[Business:Sales-Training] The primary reason professional salespeople don't get objections is because they eliminated them along the way. It is almost as if a professional salesperson gets advance warning that the client may have an objection. Before the client has a chance to voice their concern, the salesperson identifies it, supports it with information and overcomes the objection
- The Basics of Selling - Hunting and Farming
[Business:Sales] This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits.
- Why a Good Sales Plan Today - Sells Better Than a Perfect Plan Tomorrow
[Business:Sales] Too many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn’t know the exact words to say.
- Why an Analog Notebook Improves Sales Success
[Business:Sales] Do you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook.
- Confessions of a Serial Salesperson
[Business:Sales] When the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts indicating serial salesperson tendencies.
- Dumb Salesman Reveals Gate Keepers Secret
[Business:Sales-Teleselling] You wouldn’t think a dumb salesperson could get anywhere. Nothing could be further from the truth. Acting dumb on cold calls is one of the smartest sales strategies for breaking down the gate keepers information storehouse. Gate Keepers don't want you to know this because acting dumb, works.
- Real Life Challenges of "Deal or No Deal" in Sales
[Business:Sales] The popular television program, "Deal or No Deal" probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It’s also the words I secretly shout in my head to clients when I’m selling to them.
- How to Manage Sales By the Numbers
[Business:Sales] I hated math in high school, which explains why I struggled through Algebra One two times and finally passed it my senior year. I hadn’t expected math to become a major influence in my life. I didn’t care how many apples Johnny had to have if he needed to eat one, three time a day over 14 days. I didn’t like apples that much. I didn’t get it then, but I love numbers today and I like apples too.
- Dad, I'm a Super Hero - I'm in Sales!
[Business:Sales] Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I’m the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud.
- When Important Sales Intentions Go Bad
[Business:Sales] If you are in sales, there are some ugly statistics that should alarm you. Research indicates that prospects attending trade shows and exhibits aren't waiting for your sales follow up. Why should they? You probably won’t contact them anyway. Besides, cleaning day will wipe out most of the sales leads anyway.
- That Buyer Is An Idiot!
[Business:Sales] As I stormed out the door of the building my blood was pumping and all I could think of was how dumb the buyer was. How could this idiot not choose my deal over the one they selected? If you haven’t felt like this at one time or another, you haven’t been in sales very long. All I needed to do was sit in the car, look in the mirror and realize who the dumb one really was. I was looking at him.
- If There is No Pain, There is No Gain in Sales
[Business:Sales] If you have climbed the difficult mountain of sales to a point of success, you understand the pain of rejection. You have faced negative thoughts about your character and pushed forward. You knew you could do it and pushed past the negative forces that stood in your path. Self doubt is an adversary in our sales career that we must each over come.
- When NO, Doesn't Mean NO in Sales!
[Business:Sales] When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. Do you have a sales system that pro actively contacts prospects that aren't ready? If you do, you will get calls from these prospects telling you, I'm ready now!
- The Sizzle of a Sales Letter
[Business:Sales] In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers? The bottom line is that business printers can help you reach your sales growth targets when you design business letters or mailing campaigns to include variable components that personalize and target your customers.
- Why a TiVo Mind Set Wins More Sales
[Business:Sales] Establishing a TiVo mind set will help you sell more if you use it. Missing the key phrase the client says or miss an important detail, kills sales. Rewinding the sales appointment to capture the important and hidden details of the call wins more sales.
- What Sales Steps Of Success Are You Following?
[Business:Sales] Too often we rush the sales process or don’t follow one. It is easy to get excited about a sale when the prospect is attentive and listening. The temptation of jumping ahead when we hear what we think is a buying signal is strong. If the situation is not ripe and we move to quickly we can easily spoil a good opportunity.
- The X Factor In Sales Success
[Business:Sales] Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy.
- A Simple Plan to Sales Success
[Business:Sales] A Sales Plan is like a map to success. If you don't have one, you won't get there. Here are four ingredients a sales plan must have.
- If You Don't Ask, I Won't Tell and You Lose a Sale
[Business:Sales-Training] The fold back side mirror feature on the Volkswagen Jetta was the clincher in our quest for the perfect car. Salespeople never understood our problem and what we were looking for. A few sales questions made the difference in our owning a Jetta. Don’t lose sales by not asking the right questions.
- How an Old Swimming Lesson will Keep You Afloat Instead of Sinking in Sales
[Business:Sales] Swimming and Selling are very similar. It is critical for a salesperson to relax in front of the prospect or customer. Just like in swimming, we will sink if we tense up. One exercise we can use to improve our success in relaxing is to think peaceful thoughts and mentally slow down. There are more sales strategies to apply in this article.
- Which is Better – Hire a Salesperson or Invest in a Sales Assistant?
[Business:Sales-Management] What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson.
- How to Hunt and Track Profitable Prospects
[Business:Sales] This article is about what to do when hunting for new business prospects. Hunters don’t just wander through forests for the annual prized deer, they are careful not to leave traces of his existence along the deer path. Hunters are careful not to use any man made scent that will alert prey. Camouflage clothing hides them from their sight. He walks the trail slowly, deliberately, aware of all the surroundings and looking for clues on the trail. He is focused, listening and looking for signs that will lead to a prime opportunity to seize at the right moment.
- The Blinking Salesperson
[Business:Sales] When someone questions price and/or adds a moan when they hear the price, don't be alarmed. Relax because they might just be thinking about something other than price. Here is a sales lesson about what happened when I recently bought eyeglasses and walked away with a free lunch.
- The Half Truth of Cold Calling vs The Sales Ratios Revelation
[Business:Sales] My sales manager was right, "the more cold calls I made the more sales I made". However, I was fighting a losing battle with time. There simply weren't enough hours in the day to meet my sales goals. Fortunately, I began examining the sales numbers and noticed a more important equation in sales.
- A Good Pigeon Knows the Way to Sales
[Business:Sales] Outside Sales can be a challenge when we face a tough, secured company or organization. It helps to try multiple methods and contact several people using the information we find along the way. Our once easy walk through the front door of a business to get information has changed and security concerns may prevent us from reaching our contact. In some cases we will find a lonely telephone behind the front door and nothing else. These new security challenges won't prevent us from reaching our contacts. We must adapt and find new ways to achieve our goals.
- Why Sales Management has Special Insight on Sales Calls
[Business:Sales] If you have a sales manager or someone above you in sales, are you using their special powers? Your boss probably has insight you don't know about that will break open sales for you. When you learn how to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can't think of one sales manager who wouldn't want to be used like this.
- How to Develop Sales like a Garden of Profits
[Business:Sales] The care and development of sales and gardens is in full season. We can learn a lot from Expert Gardeners on sales planting and toiling the soil. There are many similarities to gardening and sales. Here are a few strategies to apply.
- How Questions Help us Focus on the Reasons Buyers Purchase
[Business:Sales-Training] Lets say I want to buy a nail from you, will you ask me why? Or, will you take my order and sell me what I think I need? Will you give me a demonstration on why your nails are superior to the competition? Or, will you ask me questions on how I will use the nails? Your questions will make the difference.
- How Using the Digital Highway Instead of the Asphalt Highway Improves Profits
[Internet-and-Businesses-Online:Internet-Marketing] Digital selling techniques will safeguard your profits and grows your business dynamically. These sales strategies are designed to slash your sales expense. The age and reign of the automobile and the asphalt highway is over. Embrace the benefits of the Digital Highway and enrich your sales.
- SWM, Professional Seeks Motivated Buyer for LTR
[Business:Sales] Newspaper personal ads are a great source for sales ideas. Where else can 25 words make such a difference? When you think about it, salespeople are faced with the same challenge of attracting the smart, desirable, striking and motivated buyer of their dreams.
- The Sales Diet for FAT and Happy Results
[Business:Sales] Forget about what you know about diets. In sales you want to be fat and happy! Why do some salespeople bring a small plate to a buffet? In sales we want to gorge ourselves with all you can eat buffets.
- Why Business Must Practice Multi-Media Sales Techniques
[Business:Sales] The impact of the Multi-Media generation mandates a change in the way business sells. Unfortunately only 20% of sales professionals practice new sales skills. If sales people and business doesn't adapt and embrace technology sales will be lost.
- Buyers Are Sharks, Don't be Shark Bait
[Business:Sales] If you have walked into the domain of a Top Buyer, you know the courage it takes to walk out with the information you need. If we are not careful, the Shark (buyer) will feed us with questions and discard us when they are finished. We can reverse this with a few questions of our own.
- Do It Once - Do It Right - Repeat – Automate
[Business:Sales] Businesses can transform their sales when they follow the recipe for success that franchising has used for decades. The formula is easily followed in three steps. Document, Duplicate and Automate.
- Which Sales Strategy Wins the Game of Sales - Offense or Defensive?
[Business:Sales] Who do you think will win the championship? My belief is that a good defense always beats the offense. However, if we asked the same question about sales, what would be the answer? Is it better to have a strong offensive strategy? Does a defensive strategy make more sense?
- Stretching the Rubber Band to Create Change in Sales Habits
[Business:Sales] The rubber band is a symbol of bad sales habits we want to change but are pulled back by the tugging force. We can break this force with help from others. Alone we are hard pressed to make the change. Embracing help makes the difference.
- How to Make Customers Stick Like Fly Paper
[Business:Sales] If salespeople were more like fly paper, they would connect more with customers. They would talk less, listen more and uncover more opportunities to create a solid grip on prospects and customers. Here are a few sales tips to make customers stick like fly paper with multiple contacts.
- How to Get C-Level Sales Appointments with a Digital Camera
[Business:Sales] One of my secret weapons for getting a C-Level sales appointment is to use a little imagination, creative writing and a digital camera. The idea started with an April Fools joke and has become a powerful sales tool.
- Why We Miss Sales Opportunities When We Don't Recharge Our Personal Batteries
[Business:Sales] We miss opportunties in sales when we are too tired to listen and we need to recharge our batteries. The focus and attention to detail is critical to our sales success.
- How to Become an Obnoxious Salesperson in 3 Easy Steps
[Business:Sales-Training] Bad habits are hard to break. We look at three steps that lead you to become an obnoxious salesperson. If you avoid them, you will sell more and customers will love you.
- A Sales Process Must be Certified to be Successful
[Business:Sales-Management] If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade.
- It's the Process that Sells - Not the Salesperson
[Business:Sales-Management] If you don’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. When salespeople focus on the stages of the sale and what the next step is, they win more deals. Are you following a process?
- Don't Commit Sales Malpractice – Ask Questions and Probe for Pain
[Business:Sales] We only go to doctors when it hurts and we want the pain to go away. However, Doctors don’t prescribe unless they probe and ask questions. Doctors want to be sure of what they are prescribing. In sales, we need to adopt this strategy when clients are hurting. It is our role to probe clients with questions to understand their pain and problems. If we don’t, it will be sales malpractice.
- Barking Up the Wrong Tree Can Eliminate Large Sales
[Business:Sales] In large sales, do you know how to find a company advocate to help promote your sale? Or, are you barking up the wrong tree so to speak with the wrong contact. Finding the right contact to sell your product or service to is critical to success in large sales. They typically are the ones with the most pain.
- How to Talk Yourself Out of a Sale -Just Keep Talking
[Business:Sales-Training] Customers give signals when they are ready to buy. Sometimes the signals are small, sometimes they are blatant. If we don’t notice them, we will talk ourselves out of sales.
- Analog Salespeople Must Automate to Digital Sales
[Business:Sales] The natural evolution of an analog salesperson is to migrate to automation and technology. Unless this transition takes place, businesses and salespeople will be lost in translation. The need to understand the changing landscape is clear and analog salespeople must automate and embrace digital technology.
- How to Trigger Positive Cold Calling Responses to Achieve Sales Objectives
[Business:Sales] Outside sales is a game of gathering information. We win when we trigger the right behavior patterns of the receptionist at the front desk or over the telephone. Learning what the triggers are makes us successful or engages rejection.
- How Riding a Motorcycle on the White Line is like Reaching for our Sales Goals
[Business:Sales] Even in dangerous sales situations focusing on opportunities rather than objections helps us reach our goals. If we lose our focus, we run the risk of pain and frustration.
- Pearls of Sales Wisdom using the Law of Reciprocation
[Business:Sales] A pearl of wisdom in sales comes with using the law of reciprocation and being generous. This law isn’t found in law libraries but it does exist. It exists in our minds when someone is nice to us and we reciprocate with purchase power.
- Why Tormenting your Prospects and Customers Works
[Business:Sales] Good and frequent communications is not tormenting your prospects and customers, it is good sales and marketing strategy. If you apply and vary communications it works best.
- Whale Hunting is for Experienced Whalers
[Recreation-and-Sports:Hunting] Going after large accounts requires a sales strategy that focuses on two major points. Points that a whale is interested and bring a large fish with you.
- The Snails Plight
[Business:Sales] If we don't know where we are going, it doesn't matter if we are a snail going in circles or a salesperson looking in the wrong place for sales. We will both be lost and soon fail to reach our goals.
- Selling one Solution for Everything is a Mistake
[Business:Sales] A focus on selling one product to everyone is a mistake. Asking questions to learn what the opportunities are is the remedy for expanding the sales opportunities for business.
- Why I Would Sell My Kingdom for a Potato Today but not Tommorrow
[Business:Sales] Even a Potato craving will only last so long. Why we need to satisfy cravings and problem situations quickly or sales opportunities will subside and opportunities will be lost.
- Game, Set and Match
[Business:Sales-Management] Hunting for prospects is a sales role, narrowing the focus of the hunt for sales to match the business profile is sales managements role. Maintaining a focus on the ideal profitability characteristics for salespeople is critical to success in any businesses sales program.
- Experience Doesn't Always Lead to Success in Sales
[Business:Sales] Picking the right customers will lead to success. Salespeople must be Picky and have an ear for sales to make a difference.
- Developing a Pro-Active Client Strategy
[Business:Sales] Pro-active sales strategies develop consistent, loyal clients. Close the door on competition and build long term business relationships instead of customers who will leave you during tough times.
- If You're in Sales - You are Corporate Dating Without the Flowers
[Business:Sales] If you're in sales, you are dating. Prospecting for customers is like courting for business and the sales strategies are similar. Some dating strategies always work. Frequent contacts and different method will win prospects. If we court poorly, we won't sell.
- Break Out Strategy for the Invisible Salesperson
[Business:Sales] Break the mold of the typical salesperson so you don't become invisible. Research your propects and customers so you stand out with information that helps you stand out.
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