Sales | Small business news; tips; networking

Posted by tyoungbl under Sales
From http://ypsgroup.com 5235 days ago
Made Hot by: maplesummit on July 26, 2010 4:08 pm

It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was after two hours of prep at home this morning. It was an “extra” meeting of the Cobb Symphony Orchestra Board of Trustees. We’re in the midst of a search for a new Executive Director and trying to figure out how to survive financially in an economy that has absolutely hammered non-profits coast to coast. We’ll be fine, but only because the group is so fully committed. The time and effort, though, is really wearing. It’s almost like having a second full time job Read More

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What Customers Hate About You - The Pipeline

Posted by SellBetter under Sales
From http://www.sellbetter.ca 5241 days ago
Made Hot by: SalesBlogcast on July 26, 2010 4:07 am

It is still true that people buy from people, and they won’t buy from sales people they don’t like. Kelley Robertson points out seven things sellers do that buyers hate. Learn to avoid them Read More

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The First Commitment

Posted by iannarino under Sales
From http://thesalesblog.com 5239 days ago
Made Hot by: SalesBlogcast on July 26, 2010 4:06 am

Advancing sales requires a that you obtain a complex set of commitments that provide access to individuals within your dream client’s company, as well as access to the information that will allow you to win and to succeed for your client once you have done so Read More

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You Don’t Understand. We’re Different. – Todd Youngblood's "SPE" Blog

Posted by tyoungbl under Sales
From http://bit.ly 5237 days ago
Made Hot by: ShawnHessinger on July 25, 2010 4:59 pm

In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words up on the wall:

You don’t understand. We’re different Read More

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I’d Rather Be Lucky Than Good – Todd Youngblood's "SPE" Blog

Posted by tyoungbl under Sales
From http://bit.ly 5237 days ago
Made Hot by: dreamwithdeadline on July 23, 2010 6:57 pm

There aren’t many feelings as cool as when you get to see one of your own best practices kick in. I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect. (I just wish I had actually thought the practice up instead of simply bumbling into it about four years ago… Read More

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Sales Playmakers!

Posted by SalesBlogcast under Sales
From http://mindshare.salesblogcast.com 5244 days ago
Made Hot by: kwameboame on July 21, 2010 12:15 pm

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better? Read More

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The Time Value Of Your Customer’s Money – Todd Youngblood's "SPE" Blog

Posted by tyoungbl under Sales
From http://bit.ly 5240 days ago
Made Hot by: maplesummit on July 20, 2010 7:04 pm

Mr. Customer, the net present value of the investment I’m suggesting is $377,000.

That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree Read More

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Piling On The Pile – Still MORE On The Most Useless Metric In Sales – Todd Youngblood's "SPE" Blog

Posted by tyoungbl under Sales
From http://ypsgroup.com 5242 days ago
Made Hot by: jkennedy on July 20, 2010 4:50 am

Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

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Quick Thought For Week of 7/18/10 – Todd Youngblood's "SPE" Blog

Posted by tyoungbl under Sales
From http://bit.ly 5242 days ago
Made Hot by: maplesummit on July 19, 2010 5:49 pm

Does a 17th century French philosopher, mathematician, physicist, and writer have something to say to 21st century sales reps about “push” and “pull” and their relative effectiveness in getting commitment?

“We never understand a thing so well, and make it our own, as when we have discovered it for ourselves.” — Rene Descarte Read More

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Just Get Your Foot In the Door: Start Simple.

Posted by SalesBlogcast under Sales
From http://salesblogcast.com 5245 days ago
Made Hot by: keenan on July 19, 2010 2:56 pm

Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success Read More