The author describes the critical steps in building trust and credibility during a very short sales relationship - a relationship he dubs "the micro relationship".
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The Micro Relationship
Posted by timrohrer under SalesFrom http://salesandmarketingloudmouth.com 5548 days ago
Made Hot by: on January 19, 2009 2:11 pm
Five Minutes with Vito by Anthony Parinello and David Matteson | sales training blog - startup sales mentor
Posted by ianbrodie under SalesFrom http://salesblog.karlgoldfield.com 5549 days ago
Made Hot by: on January 19, 2009 9:50 am
Nice little review of new "5 minutes with VITO" book - and info on how you can get a free copy.
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The Unprecedented Sales Management Challenge for 2009
Posted by SkipAnderson under SalesFrom http://www.thejfblogit.co.uk 5551 days ago
Made Hot by: on January 18, 2009 1:12 am
A great article by Lee Salz, and also information about the new Sales Bloggers Union free eBook about reducing risk.
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Is it OK to Give Up on a Prospect?
Posted by WillFultz under SalesFrom http://www.topsalesblog.com 5550 days ago
Made Hot by: on January 16, 2009 11:56 pm
When calling on a prospect for the first time or two, there will be some awkwardness and push back. However, repeatedly calling a prospect that gives you the cold shoulder over and over is nothing but a fruitless pursuit.
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David and Goliath
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5551 days ago
Made Hot by: on January 16, 2009 10:35 am
An interesting reflection of who really is driving the economy and sales.
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Stuck in a Recession Pity Party?
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5552 days ago
Made Hot by: on January 15, 2009 2:23 pm
The recession is real and many sales organizations and individual salespeople are hurting. But I have a feeling this video might help get you out of your pity party.
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Stop Assuming You Know Your Customers, Start Listening To Them! - Sales Management 2.0
Posted by bmtrnavsky under SalesFrom http://www.salesmanagement20.com 5553 days ago
Made Hot by: on January 14, 2009 3:47 am
TActually, it goes beyond listening --- it's establishing a conversation or a dialog. It's about engaging the people we are with. It's about learning something new, realizing we might have to change our position. It's about challenging our own and other's ideas and positions. It's about having a healthy debate and maybe some conflict --- all
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Moving From Customer Acquisition To Customer Engagement
Posted by bmtrnavsky under SalesFrom http://salesmanagement20.com 5553 days ago
Made Hot by: on January 14, 2009 12:06 am
For some strange reason, in the past few days, at least four different executives have called me to speak about changes they see with their customers markets and organizations. The conversations all began at different points, for differing reasons, but seemed to be converging on a central issue: The need for organizations, marketing, and sales to
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Free Book Giveaway - "Five Minutes With VITO"
Posted by WillFultz under SalesFrom http://www.topsalesblog.com 5553 days ago
Made Hot by: on January 13, 2009 5:16 pm
I just wanted to remind everyone once again about my free book giveaway for "Five Minutes With Vito" that will be held at the end of this month.
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Dialing for Prospects - Renbor Sales Solutions Inc.
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5554 days ago
Made Hot by: on January 13, 2009 8:26 am
Cold calling continues to be one of the key means to engaging with new prospects and winning new business. Here are some specific reasons why.
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