And so the lesson learned? Actually, there were three. First, don’t ever get cocky and think you’re above executing all the basic blocking and tackling. Second, make sure your e-Rep is robust and continuously feeding meaty, valuable text, audio and video content to your constituents out [...]
Picture this… A sales assistant who:
Is on-call 24 X 7 X 365
Flawlessly delivers each of your sales messages every time
To anyone
Anywhere
Any time
On demand
As many times as requested
Relentlessly “pulls” prospects into your sphere of influence
Nurtures relationships with all of your contacts
Works for free
Too good to be true?
No. Actually, it’s too obvious to ignore. Consider the [...]
February 29, 2012 – 9:52 am
Firing all the sales managers is NOT a totally crazy idea. CRM systems and collaboration tools (social media-based and otherwise) can do a whole lot of mentoring. That’s two BIG, off-loadable sales management tasks right there….
January 12, 2012 – 4:44 pm
Asking deep, penetrating questions, then listening intently, really hearing the customer’s perspective, have long been the core best practices of great salespeople. The context has always been “understand the customer’s requirements, issues, objectives and pain points.” Personally, I’ve long been proud of my ability to ask good questions and to listen carefully.
Then I got to [...]
October 10, 2011 – 10:46 am
Every time I become aware that I have inadvertently annoyed a business associate (i.e., customer, co-worker, colleague, whatever) I try to write down what I did. Writing about something fixes the memory strongly and permanently. This is one of those situations.
Trust me. You do this, and you are annoying.
Time management. There is not enough time. [...]
September 20, 2011 – 9:53 am
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:
“Many of my references come from those I did no business with.”
It’s a cool story… Listen…
“Work with those ready to be worked with.” Pretty simple advice. Pretty sound too. Especially when it comes to embracing new techniques, technologies and tactics for selling more faster. Or selling anything for that matter.
As usual, I came by this powerfully pithy insight from contact with someone way smarter than me. This time it was [...]
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:
“Many of my references come from those I did no business with.”
Being my normal, articulate self, I responded by asking, “Huh, wha’?” Dave Ogden, the CEO of AML Communications, explained. “You’re solving their problem for them. You’re letting them [...]
I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. [...]
I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…
I’m too busy
I don’t know what to blog about
I’m no tech whiz
It’s too complex
It’s too hard to learn how
I’m a sales pro, not a techo-geek
Blah, blah, bull-feathers!
Oh, and let me not forget my [...]
