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Latest Articles from Sales Coaching
It has never been more important or difficult than it is today for sales people to make sure their messages are reaching their target audience. This is because potential customers are bombarded with a deluge of information everyday. They filter a growing amount of phone calls, scan end...
Last year, companies invested more than $5 billion into CRM-based applications to optimize their sales and service processes. But as more than 50% of employees fail to adopt these applications, Gartner predicts that only 1% of organizations provide a consistent customer service experie...
"The wisdom’s in the room. Make a concerted effort to learn from those around you," said Butch Ward from Poynter Institute in St. Petersburg, FL, as he spoke with a crowd of public relations professionals at the January 2010 Social Media Café. Butch and three fellow experts shared new...
Would you board a commercial airline if you knew, 1) the plane was lacking a navigational system, 2) you would be flying to the busiest airport in the world without the aid of an air traffic controller or radar, and 3) the pilots would not have any radio contact to direct their take of...
The Difference between a Piece of Coal and Diamond is how Long it Has Been under Pressure. The best way to move the Mountain of Fear, Defeat and Despair is one stone at a time. What follows are 21 Daily Creeds for a More Successful and Fulfilling Career and Life.
However much to my chagrin, spillage did occur and gas soaked through the blanket so much that I was lucky not to have passed out from the fumes! Once I got close to the scene I was shocked to see a police car with flashing lights and a wrecked van in the grassy median and immediately...
In preparing an investment policy statement or proposal, how much would it be worth to you to have access to a reliable record of a prospective client's likes, dislikes and goals? Fortunately, if your prospect is one of the millions who regularly use social networking sites like Fac...
As economic conditions improve, it will be those managers and organizations that can see opportunities which will flourish. And what we see is a function of how we think. We normally imagine that things work the other way round: that we see, and on the basis of the evidence in front of...
Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $ 13,347 per month (net after the expense of my new proposal), the client shared that she w...
Want to feel old? Sixteen years ago, in 1993, The Late Show with David Letterman premiered on CBS. Where has the time gone?Letterman, for most people, is synonymous with his 'Top Ten List.' It's such a part of our culture that The Top Ten List even has its own Wikipedia entry. Fun tr...
The Magnetic Sales Professional doesn't see their role as job. They see it as a calling.
Lee Novak, a Sales Management Executive for 25 years, uses a proven people-first, client-first philosophy. He has a reputation for building teams that not only are high-performance groups but also that do business the right way, at the right time and for the right reasons. He received ...
Recently, I went skydiving for the first time. Stepping out of the plane onto a 6" platform and jumping at 7,000 feet was an amazing experience! However, I didn't accomplish this alone. It was a tandem jump with a veteran skydiver. However, this veteran skydiver who had over 2,000 jump...
Unfortunately, I don't know anyone personally who uses the company's services. And beyond a few vague testimonials, the company doesn't have any stories of other customers' successes. When prospects are looking for evidence from satisfied customers, are you delivering it? Here are 3 wa...
At times, do you think you're a Superman or Wonder Woman? Pitted in a daily struggle between the IT department and the business units? We all know that IT managers juggle a number of hats and scramble to put out dozens of fires, and truly can be a superhero to their organizations. B...
Recently a sales mentor of mine from many years ago, named John Tuohy passed away. Mr. Tuohy was an award winning field sales professional in the high tech industry who, had a panoply of tactics and sales strategies that he utilized to sell his products. I was fortunate to have him...
I was listening to a product launch webinar early this morning. The speakers were droning on and on about technology and architecture and innovation. Not a customer benefit in sight - other than the usual generic claims of 'market leading' performance,' unmatched' reliability, 'next g...
As my grandpa used to say, "The view never changes unless you're the lead cow." While I don't believe the competition should heavily influence a company's strategy, I do believe competitive knowledge is key in better understanding your market. Yet IMHO few companies actually assess th...
Lead nurturing is often thought about as being found with a flag waving when your leads decide to take action. Waiting to be found is not a strong strategy. In fact, sitting around passively encourages your leads to leak away to competitors working harder to engage them. The secret is ...
Gavin Bulloch Brigadier Gavin Bulloch (British Army, Ret.) served as an infantry officer for 36 years and was involved in counterinsurgency operations in several theaters during his service. He is a graduate of the Army Staff College and the National Defence College. Brigadier Bullo...
How is it that normally secure, confident, outgoing people can feel so nervous about giving a presentation? A recent survey of the top 10 things people most dreaded showed Public Speaking as top of the list closely followed by Death! Presumably if you were asked to give a eulogy at a f...
Marketers spend a lot of time creating content, messaging and resources to catch the attention of prospective customers. Research shows that salespeople spend an inordinate amount of time recreating that collateral in ways that work for them. By being smart about how you create sale...
Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company. I am very frustrated with this. I attempted to...
Publishing information based on your company's agenda is not a content strategy. Providing meaningful information your prospects need to answer their highest priorities is the key. Incorporating stories not only creates higher engagement, but gets your prospects talking about your idea...
The conversion rate of visitors to a website turning into buyers is an extremely important part of a successful Internet marketing campaign. If you’ve decided that you want to test a sales page for your product/service here’s exactly how to do it. The first thing you need to do is y...
I have a tenured sales person who has a history of overachieving his sales quota for the past three years. In fact, he has been one of the top performers in the company and is excellent at closing business in competitive accounts. However, his service after the sale and his follow thro...