Why do potential decision makers buy! I get so wrapped up in the technology that I often forget basic sales strategies and techniques. Most of the time it’s not about knowing everything that your technology does, but rather, how your potential client thinks and what’s going to motivate them to purchase. Three things according to […]
Category: Sales
As a salesperson and a former manager I’ve seen many different personalities come and go throughout my tenure. I think Adam Honig sums it up pretty nicely in his article: http://ow.ly/G5iE30bKo7A People that take everything personally: Sales is an emotional drain, especially if the product or service isn’t the best or has become commoditized. An […]
I’m always thinking about expansion and creating a thriving business. As Tony Robbins talks about in his article, often it’s not about massive changes, but smaller changes and improvements that can make a huge difference. http://ow.ly/5L96307shPz Maximization and Optimization Think and act like a champion! You’ve heard this before, but put together a plan of […]
I give PowerPoint presentations all the time when I introduce my company, my technologies, and my vendor partnerships. I try to learn and deliver different approaches and strategies for not boring my customer to death. I like Jill Konrath’s blog: “Kiss Your Boring Sales Presentation Goodbye – And Do This Instead” http://www.jillkonrath.com/sales-blog/kiss-boring-sales-presentation-goodbye-and-do-this-instead Right away she […]
As a sales consultant I run into many barriers during the sales process including heavy competition. As Sue Barrett talks about in her article http://ow.ly/GkgL300WjUQ “customers regularly avoid making a decision or stall their decision” which is a big challenge and I do often spend an enormous amount of time and resources stuck in the […]
I cold call and prospect all the time. It’s what I do. It’s what I’ve done since I first started in sales. I’m always looking to build and expand my customer base, so I enjoyed Iannarino’s article on “Stop Avoiding Minor Conflicts” http://thesalesblog.com/2016/05/27/stop-avoiding-minor-conflicts/ because he discusses the behavior and attitude around cold calling. It’s very […]
I can appreciate learning from the masters like Brian Tracy and others because as Tracy says “pioneers are those people face down in the ground with arrows in their back.” In other words, there’s nothing wrong with being creative and taking a creative approach towards the things you do, but in the end, success does […]
Don’t ever let the money own you. Don’t ever let anything own you – very true. Joshua Fields Millburn and Ryan Nicodemus get it right in their blog regarding Tyler Durden’s Fight Club ideology: http://www.theminimalists.com/fc/ This film and story is great for many reasons and it’s not just about minimalism, but many things, not to […]