You don’t have to search very far these days to find someone who tells you straight up. . . “I don’t get Twitter” “I don’t get all this Social Media stuff” “I don’t get sales people who feel the need to blog.” And just to be fair gang, it’s not just the anti Sales 2.0 … continue reading »
When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long. Truth be told, I see both sides of this one because on one hand we don’t want to just give … continue reading »
Sometimes we complicate things and in the process of complicating, we zip right by the obvious. Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. (affiliate link) He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why … continue reading »
There is a serious opportunity that awaits the aspiring rock star, but it is easily missed because it’s easily dismissed. Please allow me to introduce you to the fine art of “Twitterbitching” Twitterbitching (verb) The act of complaining via Twitter. See also piss and moan, hemming and hawing, yakkin about and twittum bitcherendi Now, just … continue reading »
Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just curious Why do we act so shocked and even offended when we don’t get the call back? Are they bound … continue reading »
Once upon a time in a sales cubicle far, far away I managed a sales team that had a very cool luxury . . . a team of inside sales jedis who’s sole purpose was to set appointments for the outside sales jedis. Pretty freakin cool . . . huh? Well, upon mucho reviews and … continue reading »
So I’m sitting at home thinking to myself “Self, you have several blog posts and tips you’ve put out on how to use the phone more effectively. How cool would it be if you put those bad boys into a Free (no strings attached) E-Book and let everyone download it?” So if you would be … continue reading »
The most successful sales reps that I have worked with aren’t using a stand alone phone strategy. Yep, its time to go there and you can unclench your fist because I have no intention of stirring up the cold calling is dead debate. I feel it has a place in an overall sales mix. When … continue reading »
This is Part 2 of a 2 part guest post from Nigel Edelshain. In yesterday’s post I suggested we, as sales professionals need to change up our game in 2011. We need to grab hold of the opportunity to use the new tools out there (social media and Sales 2.0) to “level the playing field.” … continue reading »
This is Part 1 of a 2 part blog post by Nigel Edelshain By now you’ve probably seen the statistic from CSO Insights that shows 48% of sales people missed their quota in 2009. The percentage of sales people missing their number increased over 2008. Now I, for one, would not be surprised if this … continue reading »
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