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Sales people and managers tend to be action oriented people. It's no wonder that when we start facing sales performance problems, our natural reaction is to try to do more faster. Not enough qualified opportunities, pump up the number of prospecting phone calls, the number of emails, do more. Not m Read More
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Write Your Competitor's Case

Avatar Posted by iannarino under Sales
From http://wp.me 4930 days ago
If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More
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Sometimes your dream client has needs and places orders before you finish the sales process. You can and you should take the order. But finish the sales process. Read More
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It is important that you take the proper precautions to ensure that in your credit card processing you don't fall victim to the credit card fraud that is running rampant through e-commerce. Read More
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Metrics not only help in improving specific sales skills, but in measuring the actual time an activity requires. Too often sales people over allocate time to activities they don't like. Read More
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Why do executives, marketers, and sales people continue this insane behavior?! Why do they invest their time and precious budgets in creating meaningless SPAM which, at best is ignored, at worst creates people who are hostile to their brands and companies? A week ago, I wrote about insane telemarke Read More
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Many sales managers serve the business before the sales force. By serving the company first, they neglect the one asset they have to produce results: the sales force. Read More
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We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More
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The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More
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I write a lot about being customer focused, about helping customer identify new opportunities, look at new ways of growing, assess new ways of running their businesses. I've long advocated being consultative, facilitating the customer buying process, and creating value in every interchange. A lot o Read More
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