All Entries in the "Guest Authors" Category
Just Get Your Foot In the Door: Start Simple.
Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.
Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success.
Go Get It!
Written by Ryan Collins
I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar…
Forget About Building Rapport!
Written by Jeb Blount
Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere.
Over time, they become numb to rapport- building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on…
Sales Self-Sabotage: Fools Rush In
Let’s say I’m your ideal prospect. You call me up, catch me on the phone, deliver a message that piques my curiosity and I agree to meet.
Sounds like the perfect scenario, right? If you’re like most sellers, you’re probably pretty excited about our upcoming meeting. After all, I’m one hot prospect who’s interested in what you’ve got. So what happens when we finally get together?
3 Ways to Get the Inside Scoop and Find New Prospects!
Written by Silvia Quintanilla
Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects…
Does Feedback in Your Organization Flow Both Ways?
Written by John Hersey
[Contributing Author]
Feedback is vital for learning and improving, as much in business as in life. As one very successful business author once said, “The major difference between the most successful and least successful executives is their level of self-awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others.”
5 Ways to Turn Managers Into Great Coaches
Written by Steven Rosen
A highly successful vice president of sales recently shared his frustration with the members of his sales management team. He felt the managers were focused only on results, and he worried that they were not spending any time developing their salespeople. His longer-term view is based on the belief that developing people to the best of their potential improves performance and retention, and it also helps develop a pool of succession candidates…
8 Tips to Boost Team Productivity
Written by Trish Bertuzzi, The Bridge Group
Sales leaders are always looking for ways to improve results. It begins with getting everyone focused on the right things. Here are 8 tips that will help you improve team productivity.
1. Look at your…
7 Steps to Get the Appointment in 14 Days or Less!
Written by Paxton Green
[Contributing Author]
I have devised a mailing campaign that lasts for 14 days. I use it when I really need to make an impression. There are seven mailers that I send my prospect every-other-day. This two week process gives me direct access to my prospect with all future follow-ups. When I call, I am never redirected by the gate keeper.
33 Outrageous Things Managers Say About Employees!
I received this list in my email the other day and busted out laughing with each comment I read. I guess it’s funny as long as my manager isn’t saying these things about me. I knew immediately that I had to share it with all of my readers!
Surely these comments didn’t really come from actual performance reviews… at least you would hope not. What outrageous comments have you heard managers say about employees?
