Last week I shared examples of actions I’ve taken to help win deals. Now I’m going to share some of the dumb things I’ve done that caused me to lose deals. Keep these things far away from your sales process
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Billrice voted on the following stories on BizSugar
Written Sales Material and the Sex Life of Bolivian Bullfrogs
Posted by iannarino under SalesFrom http://thesalesblog.com 5273 days ago
While written sales material is necessary and customary, it does nothing to create value for you or for your dream clients. Most of it goes unread, or is simply discarded. Your limited time is better spent developing the skills to cold call and generate interest than by sending material
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OneSource’s iSell – Prospecting 2.0 + - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5273 days ago
OneSource deliver a tool that elevates prospecting to new levels. iSell provides Triggers, content and the means to manage and turn them into real value by allowing to spend time executing and leveraging ahead of the alternative in the market
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8 Ways to Become and Expert at Internet Marketing — Lead Marketwatch
Posted by billrice under Online MarketingFrom http://leadmarketwatch.com 5274 days ago
Made Hot by: m4bmarketing on May 25, 2010 1:49 pm
Can you be an Internet marketing expert? Absolutely.
Internet marketing, unlike many skilled trades, surrounds each of us. We see good and we see lots of bad, but we can see it all. That’s really the ironic secrets–there are no secrets Read More
Internet marketing, unlike many skilled trades, surrounds each of us. We see good and we see lots of bad, but we can see it all. That’s really the ironic secrets–there are no secrets Read More
Discovering the Ground Truth
Posted by iannarino under SalesFrom http://thesalesblog.com 5274 days ago
Made Hot by: SalesBlogcast on May 26, 2010 5:56 am
Too often we trade building the right solution for our dream clients for building a solution for one group within our clients. By not diagnosing the entire organization to discover the ground truth, we often miss the mark with our solutions, risking losing the deal, setting unrealistic expectations, ignoring the constraints that prevent better outcomes, and creating resistance from the very groups we build our solutions to help
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DEMO-lished!
Posted by SalesBlogcast under SalesFrom http://mindshare.salesblogcast.com 5275 days ago
They say, “A picture is worth a thousand words,” so a demo must be worth at least 2,500 words or more! Right?
Buyer challenges are becoming more complex. Demonstrating the solution is an effective way to “show” how you can address those challenges. But in today’s sales environment, putting a demo in the hands of the wrong sales people is like an updated version of the old feature/benefit – put me to sleep – death where is thy sting – type of sale Read More
Buyer challenges are becoming more complex. Demonstrating the solution is an effective way to “show” how you can address those challenges. But in today’s sales environment, putting a demo in the hands of the wrong sales people is like an updated version of the old feature/benefit – put me to sleep – death where is thy sting – type of sale Read More
Write Your Own Success (and Failure) Case Studies
Posted by iannarino under SalesFrom http://thesalesblog.com 5275 days ago
Both your personal development and your professional development are your responsibility. Studying both your success and your failures can help you to identify the principles that enable success, as well as the actions and behaviors that will produce better outcomes. Writing your own personal case studies is powerful and effective way to improve quickly and to produce better results faster
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The Flip Side of Selling
Posted by SalesBlogcast under SalesFrom http://mindshare.salesblogcast.com 5275 days ago
“Nope, it ain’t all ’bout how charmin’ y’all are!”
You smile great! You shake hands great! You dress great! You groom great! You talk great! You listen great! You’re responsible, reliable, responsive and there’s nobody wouldn’t jump to buy what you have to sell. You are irresistible!
But that — the selling part of selling — only gets you halfway there Read More
You smile great! You shake hands great! You dress great! You groom great! You talk great! You listen great! You’re responsible, reliable, responsive and there’s nobody wouldn’t jump to buy what you have to sell. You are irresistible!
But that — the selling part of selling — only gets you halfway there Read More
Lead Nurturing or Backing Up Relationships?
Posted by billrice under SalesFrom http://bettercloser.com 5275 days ago
Made Hot by: ShawnHessinger on May 24, 2010 4:25 am
I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships
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Saturday Sales Tip – 21 – No Pain Zone - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5276 days ago
Selling should not be painful, either for the buyer or the seller, yet many in sales still like to find "the pain" when working with prospect. This is a dangerous approach especially in rising economies when people will spend on opportunities that are not rooted in pain
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