Sales reps often provide references based on the size of the client and how much their client likes them. Both are good choices, but there are other equally valid reasons to choose other clients for references. To make them effective, they need to know why you chose them and how they are supposed to help you sell
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Billrice voted on the following stories on BizSugar
How To Provide Your Dream Client with References
Posted by iannarino under SalesFrom http://thesalesblog.com 5270 days ago
The Right Pipe Equals Options - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5271 days ago
Made Hot by: billrice on June 28, 2010 5:22 pm
Having the pipeline filled with the right things in the right proportions will give you choices should you encounter a challenging prospect. If you have a thin pipeline, few opportunities, less than was your conversion rate suggests you should have you will have choice and options removed from your control
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Sales – What An Awesome Career! – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5271 days ago
Made Hot by: SalesBlogcast on June 25, 2010 1:06 pm
I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean you couldn’t get a real job?
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Your Are Not Treating the Presenting Problem
Posted by iannarino under SalesFrom http://thesalesblog.com 5271 days ago
Made Hot by: CindyKing on June 28, 2010 8:13 am
Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem
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Small Biz Stories: Katie's Story: Kt Steppers, LLC
Posted by smallbizstories under StartupsFrom http://www.smallbizstories.org 5271 days ago
Made Hot by: Jed on June 24, 2010 4:05 pm
When she wrote to me about her company, Katie O'Neill stressed the fact that Kt Steppers is a Mom-owned business. She told me she loves being referred to as a "Mompreneur", and after reading her story, I can really appreciate why. Recently we've featured some mom-owned businesses on this blog, and I am loving all these inspiring stories from women who do it all, and then some
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Selling With A “Net Cash Flow” Approach – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5272 days ago
Made Hot by: SkipAnderson on June 23, 2010 4:39 pm
This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language
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Do Your Prospects Believe You Are Qualified?
Posted by SalesBlogcast under SalesFrom http://mindshare.salesblogcast.com 5272 days ago
Made Hot by: billrice on June 28, 2010 5:21 pm
Buzzwords and marketing lingo do not mean you are qualified. When you call a potential buyer, reduce the talk time and noise by introducing what you have and whom you’ve worked with, just like you would on a resume
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And So, The Kitchen Sink
Posted by iannarino under SalesFrom http://thesalesblog.com 5272 days ago
Made Hot by: billrice on June 28, 2010 4:21 pm
Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win
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Think, Work And Act Like a Business Manager – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5273 days ago
Made Hot by: jnelson on June 22, 2010 6:22 pm
If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it is
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Beyond Value - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5273 days ago
Made Hot by: ShawnHessinger on June 24, 2010 4:03 pm
Demonstrating value to a buyer is the starting point. To win sales and customers today, you need to be able to demonstrate and deliver impact for a buyer to take action
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