January, 2010

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Why Sales People Hate Cold Calling

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I once read that there are two types of people. People who are willing to wait for a reward and those who want the reward now even though the payoff may be higher if they wait.

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How to Read Your Prospect Like a Book!

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Get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There is absolutely no substitute for a positive first impression.

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5 Things I Learned Last Year

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The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again in the New Year.

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Einstein?s Contribution to Win-Win Negotiation

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Most of us like to think of ourselves as open minded. We are not sure what it means, but it sounds good. Diplomats joke that tact is the ability to tell someone he is open-minded when they really think the fellow has holes in his head.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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How to Find the Best Negotiation Training

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Call the trainer to talk one on one. Most large training houses will not connect you with their staff who are generally poorly paid and inadequately skilled. Most have little depth beyond the printed page of the manual before them.

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3 Steps to Dealing with Knee Jerk Objections: How to Keep Your Call from FlounderingSteps

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Knee jerk objections occur for two reasons. First, you are an interruption. The prospect wasn’t expecting your call and you’re taking him away from the task at hand. Second, the prospect is worried about being “sold.

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The Business Executive's Dilemma: Should I Promote My Top Sales Person to Sales Manager?

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Before moving your top sales person into the sales management ranks, consider the ramifications of this move. You are taking your rainmaker out of the sales game where they've generated millions of dollars for your company.

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How to Handle the " I Am Not Interested" Objection

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Dozens of sales reps who have used this technique have reported that the prospect typically murmurs something like, "Ah.er.what's this about?" When that happens, you have won.

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How To Deal With Red Flags

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Someone wrote me once about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway.

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Congratulations - It's A Business!

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While this story may seem crazy, this is how many people start their businesses. They want a business, so one day they make some business cards and say, "Here I am world, hire me.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Three Common Recruiting Mistakes to Avoid

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It's tempting to select someone who's "hungry" It would seem logical that a candidate who is anxious for an opportunity would be the perfect person. They'd work hard, be conscientious, and push through any adversity they might face.

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Increase Your Sales with Actionable Emails

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You thought your detailed sentences would streamline the sales process, simplifying your prospectÂ’s effort. You tried to help your client avoid another meeting by sending your list of questions through email instead. But it didnÂ’t work.

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Adversity Gives You Strength: Productivity in a Sluggish Economy

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Selling in these challenging times demands determination and personal fortitude. Having the will to persevere when times are tough is a characteristic commonly found among self-made millionaires. Are you a quitter?

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Effective Networking Events: Make the Most of Them

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If you make a list of the networking events you attend on a regular basis. You can analyze how much business you have gotten from each and determine if you should continue attending.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Sales Lessons Learned from a Raccoon

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Cold calls. Objections. Frustration. Rejection. There are many occasions when we encounter resistance from buyers, or have to defend our price, or venture into new markets, or deal with cranky decision makers.

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"The 'Secret' of Customer Service Motivation"

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Motivation begins with action - not feelings.Over my 17 years of providing customer service training and presentations for clients, I've noticed a bizarre phenomenon when it comes to motivation.

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Yes, I Mind Waiting: 10 ways to reduce lineup stress for staff and customers

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Too often, the first time the employee acknowledges the customer is when they get to the front of the line. That means a person who wants to spend money is being deliberately ignored. Lousy strategy. Instead, acknowledge customers with a “Hi there!

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The Three Elements for Sales Success

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What typically happens when we interact with others is that we size up whatÂ’s happening in a conversation from our perspective. We make judgments and evaluations of the other person based on what we are like and what we prefer.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Relationships are about Performance

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"I have been building that relationship with Julie for three years. I've brought her flowers on her birthday. I've taken her to lunch dozens of times.

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The Truth About Lying During the Selling Process

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During the selling process, some people have difficulty saying “no” and will actually tell you that they are interested in order to avoid potential conflict.

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Closing the Deal: It Shouldn?t be So Hard?

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Effective closing starts with getting commitment. Commitments need to be made in each step of the sales cycle by the prospect as well as the salesperson.

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Three Stages of a Sales Agent

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It starts with recruiting the right agents. One needs to recruit people who have the skills, attitude, and business-owner mindset necessary to succeed.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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Are You In It ? To Win It?

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If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None!

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Gen Y's Top 5 List for How We Think and Act at Work

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Employers always seem to be asking me, "What in the world is Gen Y thinking when they do some of the things they do at work?

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Toasting Etiquette - Tips for Raising a Glass

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Few people seem to hold back for fear of committing a faux pas.

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What Boomer Women Want: New rules for retailing to these harried customers

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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One Sentence to Establish Immediate Rapport

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