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Sales Coaching

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Latest Blogs from Sales Coaching
In my opinion the field of coaching behaves similarly to the field of sales: gather data about a problem, ask responsible, caring questions, and then provide a solution. Similar to sales, coaches like to say that they really do care, that they don’t give answers, that they only p...
I. Build Your Self Esteem –Successful people know that, building their mind, exercising their body, growing their skills and intellect provides them with layers of protection against failure in life, relationships and business. They are more confident, more hopeful and people are drawn...
Having had their fill of the economic downside, business leaders are truly ready for the eventual upside. Apparently, U.S. companies are preparing for a global economic recovery to begin in the first half of 2010, according to a new "Road to Growth" market study from AT&T. Key study fi...
First, we have spent an enormous amount of time and money developing our Web site. These days, a Web site is all-consuming. It includes positioning, branding, support, infrastructure, training materials, community development, sales operations, bug reporting. The list goes on. There is...
Most businesses have an accounting system that makes sense for them. However, an accounting system by itself is far from an efficiently automated billing process. Because the accounting system usually is a silo that is wholly separate from other operational activities of the company, k...
Businesses provide many different types of fulfillment. Some fulfill by keeping shelves properly stocked, and then delivering from that stock. Some businesses go a step further and manufacture or assemble those products. Others provide professional services such as engineering, case ma...
A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s management team and had even received ...
If you haven’t addressed the first two steps in the lead generation planning process - establishing the right mindset and building a strong roster of stakeholders - you may want to go back and review those before you read this. After all, if you’re a smart lead generation marketer, yo...
By Tom Hopkins When we give a presentation to a future client not only do our appearance, visual aids, and body language relay a message, but the words we use create pictures in their minds. When we hear a word, we often picture a symbol of what that word represents. We may even attac...
By Wendy Weiss On a cold call you have approximately 10-30 seconds to grab your prospects’ attention—and you won’t get a second chance. Read on to discover how to gain your prospects’ attention… I was eating lunch. The phone rang and thinking it might be a client calling (and also, l...
By Tom Hopkins In business situations, when you are trying to reach the person who has the authority to make decisions regarding your product you are very likely to have to go through one or more people before reaching that person. For the sake of efficiency, there will likely be a re...
I’m often asked in workshops, “who needs to be my number one brand advocate?” The guesses range from my current supervisor, a trusted mentor, a current client or a leader in the industry. Some, even after going over the ”18...
Recently, I was interviewed by my friend Carol Ross, founder of Carol Ross & Associates, and prolific blogger at A Bigger Voice, and Ordinary Life, Extraordinary Living. The interview, done for members of her Networking Naturally community, focused on my...
A new system should increase a salesperson's productivity by making it faster and easier to do common tasks. He or she should be able to enter data faster, write an e-mail faster, look up information on an account faster, even generate a quote faster. Because he or she is doing everyth...
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take pla...
I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun. I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face. Did you ever ask yourself why? We can thin...
At 6:38pm on Wednesday evening — over an hour and a half after our office has closed for the day — a person in the speaking business calls my toll-free number, and leaves a message. Our system is set up so that voice mails are forwarded to our cell phones at all times. We...
During a speaking engagement to a Fortune 500 company I told the story of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier. The health issue came about very s...
Here is an interesting news item which claims that UK online ad spend overtakes mainstream TV. The same news was corroborated by another post which stated that spending on online advertising surpasses TV. The news was little disconcerting because it did not seem to match with my ground...
The Canadian Out of Home Digital Association, which with the French version of same makes the acronym CODACAN, has witched up its breakfast series out of necessity, when one of the featured presenters got told about a no-miss day-long meeting the day of the breakfast evenmt. Oh well.So...
Gerhard Gschwandtner, (@gerhard20) the founder and CEO of Personal Selling Power, Inc. kicked off the Sales 2.0 conference to a full house with opening remarks focused on how much selling is changing. He credited 7 trends for driving this shift in the way buyers choose to buy: Conversa...
We've talked about how easy it is to create digital dirt, but are you "listening" to make sure that your personal brand isn't tarnished? I'm going to talk about three free tools you can use to monitor your own name 1) Google Alerts - make sure to set up Google Alerts to email you when ...
That's the title of Dave Winer's most recent post. To which I say: Amen. Bunches of people who work for a company are going to be doing it primarily for the money. That's how our economy works. But if you're at the top and you're doing it just for the bucks, ...
Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, ret...
Working from home is a rare grand slam, game-winning business trend. In the contact center and elsewhere, the transition from commute to telecommute benefits employers, employees, end user customers and the environment alike. Employers can turn their business models upside down and hav...
Let’s make a little wager… I’ll bet you just about anything that I know your competition better than you. “How much?” you ask. Well, how much do you have? Let me immediately apologize for the arrogant nature of the question. However, I still feel con...
Even the most positive, faithful, hopeful and optimistic individuals have bad days. A kind word, a funny story or a smile can make all the difference. The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated t...
Recently, a former sales mentor of mine named John Tuohy passed away. Mr. Tuohy was an award winning field sales representative who seemed to have an endless array of tactics and sales strategies that he used to sell his products. I was fortunate to have him take a liking to me as a...
A CEO once asked me, "As an executive coach, what are the top mistakes you've seen when business leaders give a presentation"? He was expecting just a few insights, I'm sure. But once I got thinking about all the mess-ups I'd seen, I just could not stop writing them down. What started ...
The death of Walter Cronkite got me thinking about his leadership qualities and how business leaders can take a few cues from "the most trusted man in America." I posted on Ulitzer about what IT professionals can learn from the legendary newsanchor, and even if you are not in IT, "W...
If sales isn't responding - then marketing is responsible. Marketing's role is to give sales the tools and training they need to sell the company's solutions. It's also marketing's role to get them excited about the newest offerings. So the next time someone starts to blame sales for l...
Apparently, companies realize that front office solutions that help capture more buyers and understand their needs are critical to their success regardless of the recession. Hopefully, these companies are focused just as much on the process and training as the technology. CRM is a long...
Constancy of purpose, to take a leaf from Dr Edward Deming, is one of the prime contributory factors to business success. It is a commitment to the long-term and connected with a continual improvement ethos. In order for any organization to become highly effective at sustaining its con...
Tony Karrer (Browse My Stuff) and Tom Pick (WebMarketCentral) have created and launched the B2B Marketing Zone as a filter to aggregate content for us in one spot. Similar to the idea of The Customer Collective for sales and marketing professionals and My Venture Pad aimed at SMBs and ...
Cutting back on sales, the asset that powers your revenues, is something that needs to be done with a precision scalpel - not a chainsaw.
Content marketing is growing in leaps and bounds. The formats and types of content that engage your prospects are multiplying. The majority of B2B buyers turn to the Internet first to begin their research. In fact, research by Interwoven shows that 22% of global marketing spend (read $...
Did you ever meet a big-wig from some ever-so-important, is on the cover of Fast Company type of organization, who thinks his leadership is spot on? But he never once asks a question about you, your company or what YOU do. He hardly even listens to you. It's all about his blah, blah, b...
CEOs lead by using their brains: they think about how to generate revenues, they ponder company vision and they constantly think about how to advance and grow their organization. Competitive analysis, differentiation, profitability, sustainable growth and innovation. Whew! Heady heads!...
CIOs and IT professionals can take a few pages from the Michael Jackson playbook. By looking at some of the best practices the King of Pop used to change the face of music, IT managers might find inspiration to change perceptions about IT in their organization.
Most organizational experts will tell you that when joining an organization, the company’s culture is the key to determining whether you will thrive or suffer in a given work environment. While this is true for a mid-level manager or individual contributor, the closer you get to the t...