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- Business Models: 9 Basic Building Blocks9 March 2010, 11:19 pm
via slideshare.net Digg this! Share this on Reddit Buzz up! Stumble upon something good? Share it on StumbleUpon Share this on Facebook Share this on Linkedin Add this to Google Bookmarks Share this on FriendFeed Ping this on Ping.fm Check Out These Related Posts!Startups: Focus on People, Strategy, and Capital – In that order....
- eBook: Marketing and Sales Strategy to Improve Performance8 March 2010, 9:25 pm
via slideshare.net Digg this! Share this on Reddit Buzz up! Stumble upon something good? Share it on StumbleUpon Share this on Facebook Share this on Linkedin Add this to Google Bookmarks Share this on FriendFeed Ping this on Ping.fm Check Out These Related Posts!Small Business Owners Spinning Their Wheels Trying to Build a Sales TeamGuy Kawasaki Compares Marketing on Twitter vs. FacebookSocial Media Isn... - Concrete jungle where dreams are made of…6 March 2010, 7:36 pm
…there’s nothing you can’t do! Ooohh New York x2 Grew up in a town that is famous as the place of movie scenes Noise is always loud, there are sirens all around and the streets are mean If I can make it here, I can make it anywhere, that’s what they say Seeing my face in lights or my name [...]... - Startups: Focus on People, Strategy, and Capital – In that order.2 March 2010, 10:53 pm
As strange as it might sound, the key to success in startups is not always knowing where you are in your revenue and profitability growth cycle. Instead, it’s much more important to keep track of people, strategy and capital – and in that order. Understanding the strengths of your team – and your leaders in particular [...]... - Quick and Easy Way to Prepare for Your Next Appointment!2 March 2010, 9:45 pm
You are probably wondering, “What is Tungle?”… Here’s the cool part! Check out how it integrates with LinkedIn… Digg this! Share this on Reddit Buzz up! Stumble upon something good? Share it on StumbleUpon Share this on Facebook Share this on Linkedin Add this to Google Bookmarks Share this on FriendFeed Ping this on Ping.fm Most Commented PostsSmall Business Owners Spinni...
- Book Watch: What I've Been Reading Lately21 February 2010, 8:51 am
The New Rules of Marketing & PR By David Meerman Scott The 2010 edition of The New Rules of Marketing and PR is now available – and it's definitely worth reading. It's really a wake-up call to anyone who wants to propel their company to a thought leadership position in their market and drive sales – all without a huge...... - New List: Top Books for Salespeople Today18 February 2010, 4:56 pm
What are the best sales books? Because Nigel Edelshain, CEO of Sales 2.0, gets asked that question all the time, he decided to compile his list and share the rationale behind each book's ranking. It's an interesting collection of books. Why? Because it shows the convergence of sales and marketing - an absolute necessity in today's business environment. Here are...... - #11 Reaches His Unreachable Goal—and Scores!17 February 2010, 12:48 pm
My son, Ryan Konrath, in his final year at the University of North Dakota where he is majoring in commercial aviation. He's also #11 on the football team. Ryan did not get a scholarship to play football. He "walked on," meaning that he might get financial help some day, but no guarantees. He had to prove himself first. He started...... - How to Reach Your Unreachable Goal — Quickly!16 February 2010, 10:39 am
When I hung up the phone, I was in a state of shock. I'd just agreed to do something that was vital to my business growth, yet totally unreasonable to accomplish in only 90 days. To top it off - I had no extra time in my already over-flowing schedule. It all started when leadership coach Caitlin Miller invited me...... - 2/17 Free Webinar: Know More: How to Use Business Intelligence to Get a Job14 February 2010, 3:43 pm
Today's employers expect you to be savvy about their organization - and they are absolutely appalled by how poorly prepared job seekers are in this area. Your prospects feel the same way. That's why I'd like to invite you to this complimentary webinar I'm hosting on Wednesday with Sam Richter. It could be the answer to your prayers. As the......
- 10 Favorite Responses to the Dead End Prospect7 March 2010, 7:04 am
My definition of a "dead end prospect" is a prospect with which you've completed your selling process, handled any objections, and, despite your best efforts at doing a bang up job selling, have reached a dead end, without any clear reason why the prospect isn't buying. The dead-ender almost always is a result of... - Creating Resonation Points in Your Customer: Six Sales Tips to Sell More5 March 2010, 6:46 am
I have a stunning admission to make: I sing in the shower. There. I said it. I'm a shower singer: Billie Jean; Fly Me to the Moon; The second movement of Brahms' German Requiem; Single Ladies; Birthday Sex; Macarena...they're all in my shower repertoire. Our dog LuLu loves it. My wife? Not so much. One thing I enjoy about singing in my shower is the standing waves you hit on certain pitches that double or triple the volume of that pitch. If you start with a low pitch and gradually sing to a hi... - Passion in Sales: Where Has it Gone?3 March 2010, 5:21 am
When I start working with a company and their sales force, it doesn't take long to identify which salespeople have a real passion for their customer, for their product, and for the sales activity. These are the individuals who have a superior drive to achieve, a sparkle in their selling eye, and a true love of their customers and their product or company. Is it just me, or are there fewer of these passion-rich salespeople out there in the last five years?... - Hard Closing Still Works, But There's a Price to Pay2 March 2010, 9:46 am
Many salespeople live in fear of the "hard sell." They don't want to be the guy that hammers prospects into the sale, that manipulates them to achieve an order, that puts the salesperson's needs over the prospect's. But hard selling still works. It's just a question of if you want to go there or not.... - How A Product Works vs. How to Sell1 March 2010, 5:30 am
You sell a product or service. Your prospects might want to know how your product or service works, so you often need to tell them what it does, how it does it, and what the prospect should know about the product or service if the prospect decides to own it. But that is not selling. It is often part of selling, but it's not selling. Yet, many salespeople confuse "How a product works" with "how to sell."...
- Sales eXchange – 378 March 2010, 3:21 am
Look Inside First I am always surprised how many sales people over look some key resources right at their finger tips, so close yet rarely used. Specifically leaders within their own companies with the same title or function as those they are trying to sell to. After all, the guy/gal in your company is likely to use [...]... - Saturday Sales Tip – 106 March 2010, 6:31 am
It’s The Small Things One of the consistent knocks against sales people is the fact that they do not always follow through on their commitments. While this can be debated, the perception exists, and as you’ve often heard, perception is reality. What is unfortunate is that when it comes to the “big� things sales people do [...]... - If Sales Were Radio4 March 2010, 3:20 am
There are a couple of ads running on the radio in Toronto, which resonate with me as a sales person. The first of for a regional convenience store chain, their current ad tries to emphasize the “convenience” factor, (makes sense); everything you need, in reach and fast. Which is fine till you get to the close [...]... - Keep the Bath Water, throw Out the Baby!3 March 2010, 3:29 am
 Free Webinar today, Wednesday, March 3, 2010 1:00 PM – 2:00 PM EST Despite all the resources available to sales organizations and people, they continue to struggle to meet objectives. A recently released summary of the CSO Insights Sales Performance Optimization titled CSO Insights Study Shows Major Drops in Sales Performance in 2009 said, “The percentage [...]... - Sales eXchange – 361 March 2010, 3:08 am
Sales Territory as a Business I remember an interview I had for a sales job with Director of Sales who ultimately did hire me, that ended in a very empowering way. This individual, we’ll call him Brad, for whom I had a lot of respect for at the time, (yes feel free to read between the [...]...
- THE WORLD’S MOST COMPLETE LIST OF JOB TITLES FOR SALESPEOPLE5 March 2010, 8:12 am
Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think “real estate agent.”) So I set out to create a [...]... - SALES 2.0 CONFERENCE4 March 2010, 6:21 am
Next week, I’m heading to the Sales 2.0 Conference in San Francisco. I’m going because I desperately want to learn as much as possible about how technology is influencing (dramatically changing?) the sales role. I’m most interested in what technology will do to the relationships between salespeople and their prospects. There seem to [...]... - Medical Device & Diagnostic Sales Training and Development Conference3 February 2010, 12:51 pm
Next week I have the honor and privilege of presenting and moderating at the Device & Diagnostic Sales Training Conference in Phoenix. I will meet and learn from top sales performers in the Medical Device industry. The theme of the conference, “Maximizing Sales Force Effectiveness in the Device and Diagnostic Industry Through Optimization of Successful [...]... - Opening the Sale – Because You’ll Never “Closeâ€� Without Opening Well21 January 2010, 1:39 pm
In working with and coaching salespeople, particularly new ones, or untrained ones, I have noticed many stumbling with how to initiate sales calls. Whether “cold� or scheduled appointments, many have difficulty deciding how to open the sales call. Why not simply be honest and express your intentions? Your prospect/customer knows you’re a salesperson. [...]... - Strategic Planning for a Successful New Year and Beyond31 December 2009, 1:12 pm
“When planning for a year, plant corn. When planning for a decade, plant trees. When planning for life, train and educate people.�—Chinese Proverb With all the talk of New Year’s Resolutions, it’s easy to think about the future now. But, here at The Brooks Group, we try to always look forward. In fact, we [...]...
- Book Review: Lemonade Stand Selling: Accelerate Your Small Business Growth, by Diane Helbig9 March 2010, 12:58 pm
Everyday across the globe thousands of men and women start a small business. Whether a small consultancy out of their home, a retail store, a café, or even a lemonade stand, they all have a common goal—success. They also have common problems and common needs—they have to find, sell, and retain customers. No customers=no sales. No [...]... - Consistency in Training Relates Directly to Consistency in Production4 March 2010, 10:21 am
I had an interesting conversation on Friday with a sales executive for a mid-size company that produces accounting and HR software solutions for the manufacturing and medical industries regarding the inconsistency of training messages to the sales force within the company. David’s concern is that although the company has what is supposed to be a [...]... - Guest Article: “All Price Objections Are Different,” by Tom Reilly2 March 2010, 1:01 pm
ALL PRICE OBJECTIONS ARE DIFFERENT by Tom Reilly To paraphrase a famous quote from George Orwell’s Animal Farm, “All price objections are equal, but some price objections are more equal than others.” Price objections come in all shapes and sizes. No two price objections are the same. “I can buy this cheaper from a competitor.” “I don’t have the [...]... - What Are You Teaching Your Prospects and Clients About Your Value to Them?28 February 2010, 4:50 pm
At least once a week I have a conversation with a sales leader or seller who complains about how much time and money they’re wasting on efforts to keep in touch with their prospects and clients since prospects and clients “never seem to read the damn stuff anyway.â€� If it weren’t for the need to keep their name in [...]... - The Sales Winner’s Handbook–Sharpen Your Phone Skills, Increase Your Sales26 February 2010, 7:54 am
If you’re familiar with my work you know I’m not a big fan of cold calling—but you also know that I fully understand that there are great prospects we all have that we just can’t reach any other way. Whether we like it or not, we have to pick up the phone and make some [...]...
- Stop Breaking a Sweat During Your Cold Calling
Use Prospecting to Target Your Cold Calls More Effectively Let's just face it. As a sales professional, cold calling probably isn't your favorite thing to do. It's something that you do because you absolutely need to in order to keep your business running smoothly. You probably run through your list of ... ... - Overcoming the Four Top Pricing Objections in a Complex Sale
The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, ... ... - Six Major Sales Objections and How to Overcome Them
Customers Who Don't Know What's Good for Themselves? You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why ... ... - How Unnecessary Meetings Can Kill Your Sales Productivity
To Meet or Not To Meet? Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don't always work ... ... - The single biggest mistake sales managers make
Attention Sales Managers: No One Person Can Save Your Organization! Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the "God's Gift" syndrome. If you are a sales manager, this is the type of thing that you ... ...
- 13 Social Media Tips in 140 Characters or Fewer5 March 2010, 11:41 am
Momentum can cause friction. Don’t be moving so fast that you forget your community. To build a big network, build many interconnected communities. If you’re going to be disruptive aggressive and edgy you also have to be able to take what you dish-out; with a smile! A social media listening strategy has to be applied on-going and consistently [...]... - Guerrilla Social Media Marketer Attribute #64 March 2010, 10:55 am
This is attribute #6 of the Top Ten Attributes of a Guerrilla Social Media Marketer. (unedited excerpt from my upcoming November 2010 book published by Entrepreneur Press and co-authored with Jay Levinson): #6) Free and Variable It is important to use free digital give away’s that have real value and customer benefits. Then of course we need [...]... - Guy Kawasaki + Olympic Hockey Tweetup in Vancouver Holy Kaw!22 February 2010, 9:08 am
It started with a tweet from Jason Baker. He had been in contact with Guy Kawasaki and Guy wanted to meet the local twitter community at a Tweetup. Guy is here in town until Sunday morning enjoying a gauntlet of Olympic Hockey. Jason contacted Stephen Jagger and I and asked if we could put [...]... - Podcast Interview: What They Don’t Teach You At Stanford Business School – Larry Chiang7 February 2010, 2:55 pm
Today’s podcast is an interview with Larry Chang author of What They Don’t Teach You At Stanford Business School. Larry is also a seriously Sociable! guy and can be found organizing after parties at some of the biggest social media and cultural events from South by South West to conferences at major universities across North [...]... - A Big Thank-you for Helping Make the Sociable Book Launch a Huge Success!1 February 2010, 2:04 pm
A big thank you to all those that came out to the Sociable! Book launch party. The event was a massive success with over 500 people through the door of the V Lounge in Yaletown. Thanks You! PHOTOS: Have you seen the pictures from the launch party? You can see them here – http://www.facebook.com/SociableBook We will have a video from the [...]...
- Webinar: Find Buyers Who Are Ready to Buy…Now!9 March 2010, 5:01 am
On March 25 I am holding a webinar titled: Find Buyers Who Are Ready to Buy…Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy “I have lot of business in my pipeline, but very few deals are closing.� Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, [...]Webinar: Find Buyers Who Are Ready to Buy…Now! is a post from: The Science and Art of Selling by Alen Majer... - Video: Selling Is Better Than Sex7 March 2010, 10:40 pm
The secret of being successful is the ability to transmit your energy, enthusiasm, and emotions about your product or service to the mind of the customer. If you fail to do that, you will not sell. Sex desire is the most powerful of all human desires. If you can learn to transfer all the energy that you [...]Video: Selling Is Better Than Sex is a post from: The Science and Art of Selling by Alen Majer... - Video: Daily Sales Tip #1527 February 2010, 12:39 pm
Today I am sharing with you my Daily Sales Tip #15 titled: “Sell more by following up with your prospects.” Subscribe to my daily sales tips and you will receive a free e-book every 30 days, plus extra discounts on my books, CD’s, webinars and seminars. If you would like to stop receiving [...]Video: Daily Sales Tip #15 is a post from: The Science and Art of Selling by Alen Majer... - Sealed With a Kiss (The Art of Closing)16 February 2010, 8:41 am
You are there to assist people in finding the right solution to their problem. Your expert advice is given in an informed and informative way. You need to listen well to what the client’s needs and desires are before you can even attempt to sell her a solution. And it must be the best solution [...]Sealed With a Kiss (The Art of Closing) is a post from: The Science and Art of Selling by Alen Majer... - Customers Are Available for Everyone, at Any Time8 February 2010, 8:08 am
You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks [...]Customers Are Available for Everyone, at Any Time is a post from: The Science and Art of Selling by Alen Majer...
- 2 Ways Salespeople Can Negotiate Better9 March 2010, 4:56 am
This post isn’t about tactics. There are excellent books on negotiating tactics, including Getting to Yes, by Roger Fisher and William Ury, and one of my favorites, The Street Smart Negotiator: How to Outwit, Outmaneuver and Outlast Your Opponents by Harry Mills. You should be more than familiar with common negotiation tactics so that you [...]2 Ways Salespeople Can Negotiate Better is a post from: The Sales Blog | S. Anthony Iannarino Related posts:Negotiation: The Ability to Create W... - 6 Ways You Can Be A Better Storyteller in Sales8 March 2010, 5:23 am
1. Collect Great Stories One of the first ways to become a better storyteller is to collect great stories. Your life, including your sales life, is full of stories. Many of these stories contain the lessons that you have learned and the ideas that have proven the most useful to helping your clients succeed. Sometimes we [...]6 Ways You Can Be A Better Storyteller in Sales is a post from: The Sales Blog | S. Anthony Iannarino Related posts:Storytelling: The Ability to Create and Share a Vision... - 3 Ways to Differentiate Yourself and Your Offering in Sales7 March 2010, 9:54 am
1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy from you?� There were two comments on this week’s post 2 Ways to Create Influence and Persuade Others that speak to this point. [...]3 Ways to Differentiate Yourself and Your Offering in Sales is a post from: The Sales Blog | S. Anthony Iannarino Related posts:Differentiate: T... - 3 Ways to Improve Your Ability to Diagnose for Salespeople6 March 2010, 6:04 pm
To diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. It is the ability to recognize what is undesirable by the signs and the symptoms. But to diagnose is not to prescribe the cure—that is a very different outcome! 1. Suspend Your Judgment and Be Open [...]3 Ways to Improve Your Ability to Diagnose for Salespeople is a post from: The Sales Blog | S. Anthony Iannarino Related posts:Diagnose: The Desire to Understand The fif... - 7 Ways to Improve Your Business Acumen for Sales5 March 2010, 6:54 pm
As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for success in sales have changed. To be effective now, salespeople need to be great businesspeople; they need to understand how to create business results for their clients. Business acumen is too rare in sales. We spend [...]7 Ways to Improve Your Business Acumen for Sales is a post from: The Sales Blog | S. Anthony Iannarino Related posts:Business Acumen: A General Unders...
- My Biggest Sales Mistake…10 March 2010, 3:00 am
Before I launched The Sales Divas I was in sales and management for 2 of Canada’s largest national television networks. (For 15 years and I had massive success!) And ohhhhh boyyyy – I had some amazing customers! (In fact, some of them were GIGANTIC) In my first few years of selling …I was [...]... - The BEST Negotiating Phrase EVER!3 March 2010, 3:00 am
I love Smarties. (I can even sing you the entire Smarties commercial from my childhood!) When I was a kid – my mom didn’t buy my sister and me 2 boxes of Smarties. Oh no. She’d buy ONE BOX and say… “Share it.” (I think it was her sneaky way to improve our counting skills.) And when little [...]... - Do You Have Muffin-Top Sales?24 February 2010, 2:06 pm
I was recently reading a magazine on a plane (I’m always flying to speak at conferences) and ran across an ad for jeans that “banish your muffin-top”. I laughed out loud (OK – I think I actually SNORTED) and the guy beside me looked at me with a smile and a raised eyebrow. With [...]... - What My Mom Can Teach YOU About Pricing17 February 2010, 2:00 am
When I was a kid growing up, my mom worked most Saturdays at a local bank. She’d call the house around 9 am (that’s as LATE as we were allowed to sleep in) and she’d say… “Your “Cinderellies List” is waiting for you and your sister. Make sure to have it all done by the [...]... - Dazzle This Diva – Feb 17th17 February 2010, 1:00 am
Pamela Goyette writes in with a question about trade shows and attracting potential clients: Good Day Bossy Diva Must say I am a HUGE fan of your weekly emails. I actually just started over a month ago a new business venture. So far with much success. I basically am helping [...]...
- How To Get More Referrals Part 2: A Get Clients Video Tip8 March 2010, 5:46 pm
In the first Get Clients Video Tip I highlighted the importance of understanding what criteria potential referral partners will use before deciding to refer you. In this tip I explain how you can address those criteria to ensure you get a strong referral. Drop me a comment if you found the video useful. A number of the [...]How To Get More Referrals Part 2: A Get Clients Video Tip is a post from: Get Clients... - Linkedin Funnies5 March 2010, 12:05 pm
Sparked by reading a colleague’s rather amusing recommendation on Linkedin, I’ve decided to start collecting “Linkedin Funnies”. If you spot something funny on Linkedin – either in a profile or recommendation or wherever – then please leave a comment on this post. Here are the funnies I’ve found so far: The first recommendation, to my mind, is [...]Linkedin Funnies is a post from: Get Clients... - Are Traditional Websites Dead?4 March 2010, 4:47 pm
I recently recorded a podcast interview with Raintoday.com entitled “Is the Traditional Website Dead?” (You can listen to it free here). The focus was specifically on websites for professional service firms – and reflected my experience with the success of my own site over the last 9 months. Despite being a rather small outfit (and determined [...]Are Traditional Websites Dead? is a post from: Get Clients... - Help Me Improve the Get Clients Blog!28 February 2010, 12:19 pm
I’m currently in the process of making some big changes to my business. I’m planning to do a lot more online in the future. Over half the readership of this blog and my newsletter is based outside the UK and I get frequent requests about whether I can do more that’s accessible without having to [...]Help Me Improve the Get Clients Blog! is a post from: Get Clients... - Downselling22 February 2010, 5:03 pm
In the latest version of the Outside In newsletter I discuss a number of things that professional services can learn from internet marketers. Each of the strategies is something I’ve adopted myself or seen results from with clients. To subscribe to the Outside In newsletter to read the article click here. One strategy which internet marketers use [...]Downselling is a post from: Get Clients...
- 10 Reasons Why Having a Personal Domain Name Is Essential9 February 2010, 7:46 am
I have had my own domain name of http://www.mikemerrill.com for over 10 years now. I initially secured it as a place to host my resume and as a unique way to differentiate myself when applying to business schools. Moreover, it provided the opportunity to brand my name with every email I sent. Oftentimes people would [...] ... - Greenz Offers New Low Calorie Meal Options1 February 2010, 7:11 am
As someone who started the new year with the goal to lose weight, I’m always looking for new ways to lower my calorie intake. That’s why I was excited when Greenz asked me to sample their new Wellness Program they launched this year. I realized back in 2003 when I ran my first marathon that [...] ... - 13 Ways Businesses Can Leverage Foursquare and Gowalla18 January 2010, 7:59 am
Hello, my name is Mike Merrill and I’m addicted to location-based apps. The first step is to admit you have a problem. While the gaming aspect can be appealing, what’s keeping me up at night are the innovative ways companies will be able to take advantage of Foursquare and Gowalla to reward influencers and loyal fans. [...] ... - Buy Local – The Power of Location-Based Applications5 January 2010, 7:32 am
As I was driving into work today I heard a story on NPR (KERA) about how Farmers Branch, TX is promoting their Buy the Branch program to help keep taxes low. One of the gentleman they interviewed talked about how they are developing a retail database of all the Farmer’s Branch retail services available. First, [...] ... - Goal Setting – What Story Do You Want To Tell?21 December 2009, 1:09 pm
This time of year many of us are looking back at 2009 and are reflecting on how we did against our goals we defined in late 2008 or early 2009. I am personally full of hope for 2010 and I heard this question Sunday morning in church that reminded me about why we set goals to [...] ...
- Speaking of Elevator Speeches3 March 2010, 9:43 pm
Perhaps the most beneficial thing about putting together a great "elevator" statement is that if done well, it will force you to really discover your relevance to your target audience. During a Sales Habitudes workshop yesterday on personal business branding,...... - Sales and Going Through the Motions22 February 2010, 2:57 pm
I hate to say it, but sometimes I need a reminder to follow my own advice and Sales Habitudes. Today it was about preparation. I have a 2010 business plan. This is broken down into a ninety day plan that...... - What is the Number One Mistake Sales People Make?19 February 2010, 11:35 am
This was a question asked by Tracy Johnson, a member or the Linked In group Sales Gravy. Close to 100 sales professionals have posted their thoughts on this question in the last month. Most of those listed one of the...... - Follow Up to Familiarity to Trust to Sales15 February 2010, 5:00 am
Six months ago I got a call from a rookie insurance agent who had gotten my name off of Linked In. After introducing himself and finding out that I have had a business relationship with my financial adviser for over...... - Laid Back Networking V (Update)13 February 2010, 2:56 pm
The fifth quarterly BYOB Laid Back Networking Event organized by Sales Habitudes LLC and the gang at McLellan Marketing Group has been rescheduled (due to nasty weather) for February 24th. If you're doing business in Central Iowa - you're going......
- Gain Business through Promoting your Expertise8 March 2010, 9:24 pm
... - The Lone Ranger had support; do YOU have enough?24 February 2010, 8:28 pm
... - Is your Business a Nest Egg or a Future Millstone?16 February 2010, 9:54 pm
... - New Eyes Rectify SME Blindness8 February 2010, 4:26 pm
... - Federise your Business for Ultimate Success30 January 2010, 5:52 pm
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- Poacher turned gamekeeper – When someone wants to sell to you5 March 2010, 5:56 am
One of the most interesting and entertaining experiences for sales people is when someone tries to sell to them. Common opinion is that sales people are easy to sell to because the sympathise with person selling to them. I’m not really sure whether this is the case, personally I quite like to torture the person [...]... - Some useful air travel tips24 February 2010, 7:35 am
Over the last week or so I’ve come across some interesting articles and tips on air travel. Given the amount of time we sales people spend travelling I decided to pass them on. I hope you find them useful… Book Airline Flights Past Your Destination for Cheaper Fares Save Money by Shipping Your Luggage Dealing With Flight Delays [...]... - A prospecting no no17 February 2010, 10:28 am
It’s a amazing sometimes how you find new prospects. The other evening I was in the pub with some friends and introduced a new acquaintance, Bert, to an old friend of mine, Fred. After a minute chatting it turned out that the organisation Fred worked for was a prime prospect for the service that Bert was selling. [...]... - I hear you knocking…10 February 2010, 9:53 am
I hear you knocking… Most sales trainers advise you not to knock the competition and in general that’s very wise advice. Early in my career I’m embarrassed to admit that I ignored it (as most inexperienced sales people do) and came a cropper. I was competing for a good size deal and from previous experience thought [...]... - It’ll be alright on the night… the art of the demo29 January 2010, 11:02 am
It’ll be alright on the night… Being in tech sales has certain pluses and minuses. One of the pluses is that you get to see lots of cool technology before the guy on the street. One of the minuses is that you sometimes get to demo to state-of-the-art stuff before all of the wrinkles have been [...]...
- New Blog & Web Address21 December 2009, 10:47 am
Please join me at the new location that will host both my blog and my website: http://tomhackelman.net Once you visit, please click on the RSS feed and subscribe to regular updates from my blog postings. I look forward to seeing you there! ... - Shift from Dreaming to Doing9 December 2009, 1:23 am
"The way to get started is to quit talking and begin doing." -- Walt Disney Walt Disney's theme parks are the result of a lot talking and years of dreaming, but Walt Disney made them a reality. When his park opened in Orlando, he had already passed but his family knew the truth. While he wasn't there to personally witness the actual opening of his theme park, he had, in fact seen it in his mind as he dreamed of what could be. The key for Walt Disney is he took action. In spi... - World Changer or Wannabee?7 December 2009, 5:07 am
Most of my professional career I've been surrounded by the wannabees. The wannabees are the individuals who crowd around the cubicles and chat because they hate going out and making sales calls. The wannabees are the ones who leave the office first thing in the morning and head to the gym or the local coffee shop because the world's just too tough out there. It's the wannabees who complain that they're left behind or worry about layoffs or wonder why they can't get the promotio... - Looking for Leaders2 December 2009, 2:34 am
The problem today is we have far too many managers. Managers, unfortunately, are sheep herders. Their primary function is to maintain the status quo and make sure specific preset targets are met. Managers don't think beyond the proverbial box; managers are instructed to keep everything inside the box. Don't even think about coloring outside the lines. In today's world -- in the economy, in politics, in business -- the world is looking for leaders. Leaders who hav... - Are you providing real value?2 December 2009, 1:48 am
If you really want to grow and increase market share in 2010, then review what you are doing right NOW as well as how your activity plans for next year will help focus your efforts on providing real value to your current clients as well as those accounts you are pursuing. One of the best ways to provide real value is through free educational events. What subject can you share with your clients and prospects about that will aid them in their business? Who can you invite that can speak on a...
- Comparison Shop With Your Smartphone Camera28 February 2010, 8:48 pm
I read an article today about Scanbuy, a company with the Scanlife application for newer smartphone models that allows the user to take a picture of 1-D bar codes, those most commonly used on consumer goods, and 2-D bar codes, a technology Scanbuy developed, to retrieve product, cost and other information. No related posts.... - Best Webinars of Late 20093 January 2010, 9:30 pm
As a gift to you, my dear reader, below are links to interesting, recorded Webinars from late 2009. No related posts.... - How To Design Online Ads Using Google Display Ad Builder20 December 2009, 3:21 pm
Designing display ads is one of the more difficult undertakings in online advertising. In this post, I review the free Google AdWords Display Ad Builder. Related posts:Increase Your Website ROI With Google AdSense and AdManager ... - How To Test Landing Pages13 December 2009, 9:59 pm
Testing is an important step of evaluating effectiveness of online advertising. In this post, I look at how to test landing pages for optimal conversion rates. No related posts.... - Free Keyword Suggestion Tools6 December 2009, 8:22 pm
Getting people to your website is often the first step in the challenge to create a sale. In this post, I look at some free keyword search tools for use in search engine optimization and PPC (pay per click) advertising. No related posts....
- Q: I’ve got lots of contacts, but I don’t get anything from them.8 March 2010, 5:00 am
Our Position Ignition Guides tackle the question: I've got lots of contacts, but I don't get anything from them.. Guide Question 1: What are you trying to ‘get’ from your contacts? A network is important not because of what you can ‘get’ from your contacts, but because of who, and what, they can introduce you to.... - Marketing yourself: Being in the right place at the right time (and doing the right thing!)5 March 2010, 5:00 am
60% of jobs get filled without advertising Recruitment Consultants may deal with between 120-150 calls from hopeful applicants every week HR Teams cannot know when a candidate is right for a job that a senior business leader has neither realized nor articulated yet. ... - Dilbert: Job Interview & Donut Downsizing!4 March 2010, 5:00 am
... - Career Change: What do you really really want?3 March 2010, 2:00 pm
Don’t be kidded into believing that this “fantastic job opportunity for you” is great because the headhunter/recruitment agency says so (the prospect of commission can lead to less imaginative and safer bets) or is great because you know you can do it, or is right because it is the route your admired predecessor took, or is a good stepping stone because it meets your immediate needs for security and sense of worth All fine, so long as the primary reason for takin... - The secrets of being super-organised2 March 2010, 5:00 am
Super achievers are called that for one simple reason: they get things done. And usually those super achievers are also super-organised. So what can we learn from a high flyer’s approach to work? Careers consultants at Position Ignition share the secrets of some of their most successful clients....
- Reward your Site Traffic for Interaction9 March 2010, 9:26 am
Running a campaign that supports a program like "Frequent Flyer Miles" will increase your rate of return. This is a very simple concept. The only tough part is tweaking your current technology to support a "point reward system." point reward system – When a client/lead reaches your site they are rewarded points that would go into [...]... - Rumor: Some iPhone Apps Scrapped From iPad by Steve Jobs9 March 2010, 7:05 am
Rumor: Some iPhone Apps Scrapped From iPad by Steve Jobs Posted using ShareThis ... - Korean iPhone Sausage Now Available in US9 March 2010, 7:04 am
Korean iPhone Sausage Now Available in US Posted using ShareThis ... - Is 2010 the Year Digital Will Eclipse Print Ad Spending?9 March 2010, 7:01 am
Is 2010 the Year Digital Will Eclipse Print Ad Spending? Posted using ShareThis ... - The Social Media Marketing Blog8 March 2010, 8:32 am
The Social Media Marketing Blog Posted using ShareThis ...
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