There are volumes of sales books that reference the famous story of how Edison failed more than 9,000 times before cracking the code to invent the light bulb! The lesson is obviously to stick with it and no matter how many no’s we get there is surely to be a yes just around the corner. … continue reading »
By Marci Reynolds Is six weeks enough time to prove out a social media Twitter strategy? Do tweets result in revenue? These are a few of the questions I attempted to answer with Alyssa Dver, a very successful marketing consultant from Boston, MA. Here is a quick summary of results from our six week, Twitter … continue reading »
My phone rang at precisely 9:45 am on Tuesday, much as it had for the last 11 Tuesdays. The caller ID gave me a look as if to say “There’s some stank on the other end of the line Uncle Paul”. I let it go into voice mail and prepared myself for the second wave … continue reading »
Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer. The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a … continue reading »
Every now and again, time stands still for a brief moment, as if in complete acknowledgment of something profound. The inexplicable beauty of the moment lends itself to emotion. Alright, you got me, that sounds a hell of a lot better than “In December 2006 we went to Disney World”. I mean way to foul … continue reading »
Once upon a time, in a sales bull pen far, far away, there lived a dude, who had a rare gift. He was blessed with the ability to point his finger and label common knowledge as “common sense”. He would show up reluctantly to the weekly sales meeting and indulge in “outer body experiences” Why? … continue reading »
I thought it would be cool to study some of the folks on Twitter who really “get it”. So, for the last year, I took a really close look and jotted down some best practices that have guided me in my “Castain 2.0” rebranding quest. Here they are in no particular order! They … continue reading »
There is a scene in an Austin Powers movie where Dr. Evil is trying to silence Scotty by using numerous versions of the phrase “Zip it”. As funny as that scene was, I couldn’t help but think about how many opportunities there are for us in sales where “Zip it” might be our best strategy. … continue reading »
1) Get your “Me” time in the bank first: Think about how lousy you feel when you feel that time manages you instead of you managing time. Now think about all the time you waste telling people “I never have time for myself” Additionally people who are less pissed get more done! Get up earlier … continue reading »
Recession Buster week continues on The Sales Playbook There are two different sections of handling a price objection (or any objection for the matter) 1) What you should have done to make it an objection resistant relationship. We aint going there today. Why? Because barring a time machine it won’t help get you out of … continue reading »
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