60http://salesblogcast.comenDoyle SlaytonDoyle SlaytonDoyleSlayton@SalesBlogcast.comnohttp://salesblogcast.com/2008/08/19/creating-value-qa.aspxDoyle SlaytonReader Q & AHere's the scenario... You have a great "new" product that shows very well. When you get in front of the customer with a demo... your closing ratio is very high! Your biggest challenge is scheduling the appointment. Question: How do you create value that results in more scheduled appointments? Enter your search terms Submit search form ...Reader QuestionsSalesFun-n-Stuffhttp://salesblogcast.com/2008/08/19/creating-value-qa.aspx#Commentsdd3ec538-0522-4c7f-a66e-f10a3a4e5ebcTue, 19 Aug 2008 18:13:58 GMThttp://salesblogcast.com/2008/08/16/reviving-prospects-who-disappear-into-the-black-hole.aspxDoyle SlaytonHave you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before. At first, you assume their lack of responsiveness is an isolated situation that will quickly self-correct. But after repeated failed attempts to connect, you start to question your own sanity. You could have sworn they were interested, but their current behavior indicates otherwise. And, not wanting to appear too desperate or to come across as a real pest, you're stymied in terms of what your next steps should be. Saleshttp://salesblogcast.com/2008/08/16/reviving-prospects-who-disappear-into-the-black-hole.aspx#Comments45e0237f-d139-418e-b92d-c73a2db84e72Tue, 19 Aug 2008 18:10:31 GMThttp://salesblogcast.com/2008/08/14/desire.aspxDoyle SlaytonHave you been watching the Olympics? I love following these athletes who have committed themselves to representing their country at the highest level of competition! I try to imagine how a gold medalist must think through four years of preparation and training. Champions like Michael Phelps, Kitajima Kosuke, Yang Wei, Kerri Walsh and Misty May... they not only win... they dominate! SalesSalesTaxiLeadershiphttp://salesblogcast.com/2008/08/14/desire.aspx#Commentsa7947012-5a80-46a5-b48b-2c970e75f8beSat, 16 Aug 2008 23:57:09 GMThttp://salesblogcast.com/2008/08/12/7-essentials-for-massive-success.aspxDoyle SlaytonCheck out this acrostic describing the 7 Essentials for MASSIVE Success! SalesSalesTaxiLeadershiphttp://salesblogcast.com/2008/08/12/7-essentials-for-massive-success.aspx#Comments6406210e-1a93-4639-afa5-85b7343a3eebThu, 14 Aug 2008 18:08:39 GMThttp://salesblogcast.com/2008/08/09/how-to-beat-a-sales-slump.aspxDoyle SlaytonHave you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going to make your sales goal or quota. The feeling can be overwhelming and can set even the most seasoned salesperson into panic mode. SalesSalesTaxihttp://salesblogcast.com/2008/08/09/how-to-beat-a-sales-slump.aspx#Commentse545728d-8f12-4a17-9a26-4de4d52e0b84Tue, 12 Aug 2008 17:35:10 GMThttp://salesblogcast.com/2008/08/07/leave-a-legacy.aspxDoyle SlaytonThere comes a time in your career when you need a new challenge… a new opportunity. You realize that your professional development and your future depend on your willingness to... Leadershiphttp://salesblogcast.com/2008/08/07/leave-a-legacy.aspx#Commentsad008a4b-4516-433b-a415-142c968dacbeSat, 09 Aug 2008 22:21:05 GMThttp://salesblogcast.com/2008/08/05/the-letter--changes-to-linkedin-groups.aspxDoyle SlaytonMost of us probably received "the letter" from LinkedIn stating that members will now be limited to joining a maximum of 50 groups. I immediately began seeing a number of questions wondering why. I’ve also had members email me with the question, "What do I do?!!!" Reader QuestionsFun-n-Stuffhttp://salesblogcast.com/2008/08/05/the-letter--changes-to-linkedin-groups.aspx#Comments8816b919-b96a-405f-bf4b-f6b952b0bfbdThu, 07 Aug 2008 18:00:50 GMThttp://salesblogcast.com/2008/08/02/regain-control-of-the-sale.aspxDoyle SlaytonDo you ever feel like you’re losing control of the conversation with a potential customer that keeps going off on tangents? You quickly realize that you better regain control of the conversation quickly… or you are going to lose the sale! Here is a technique that you can master and never face the above scenario again! Saleshttp://salesblogcast.com/2008/08/02/regain-control-of-the-sale.aspx#Comments493ebaed-b663-4c65-a239-498ed1049ab1Tue, 05 Aug 2008 19:08:11 GMThttp://salesblogcast.com/2008/07/31/trust-and-credibility.aspxDoyle SlaytonGreat leaders have the ability to point in a certain direction and say, "See that place up there? It is a better place. Come with me. I will show you how to get there!" Some will follow because... SalesLeadershiphttp://salesblogcast.com/2008/07/31/trust-and-credibility.aspx#Commentsc69325b9-a75a-4f31-a1e0-1bb07f917408Sat, 02 Aug 2008 22:46:45 GMThttp://salesblogcast.com/2008/07/29/the-take-away.aspxDoyle SlaytonI like to ask questions on LinkedIn. It is amazing how many great responses I get! On of my recent questions read, "What lessons have you learned during your time in sales that have made the greatest impact on your life and/or your career?" Melissa Goerke responded with a technique that I hadn't thought about using in a long time. When used properly, it can make a big impact on your closing ratios! Saleshttp://salesblogcast.com/2008/07/29/the-take-away.aspx#Commentsbced58f3-8485-4977-8de1-dae0ebdec22dThu, 31 Jul 2008 20:00:42 GMThttp://salesblogcast.com/2008/07/26/alltop--best-of-the-best.aspxDoyle SlaytonCongratulations... We did it! I am thrilled to announce that SalesBlogcast.com is now featured in Alltop (sales alltop)! As the self-described "digital magazine rack of the internet," Alltop imports stories and articles from the top web sites and blogs on the internet and displays daily headlines of each site's five most recent articles. SalesSalesTaxiFun-n-StuffLeadershiphttp://salesblogcast.com/2008/07/26/alltop--best-of-the-best.aspx#Comments024f020e-0459-4fc5-91e9-9db8a45f8166Tue, 29 Jul 2008 18:49:59 GMThttp://salesblogcast.com/2008/07/24/success-is-like-fuel.aspxDoyle SlaytonSurround yourself with people who have the confidence and the desire to be the best. Develop a culture of persistence, and create an environment where people can win. Victories build momentum... SalesSalesTaxiLeadershiphttp://salesblogcast.com/2008/07/24/success-is-like-fuel.aspx#Comments0b1831ff-d12f-4ae3-b043-52cbc25d6714Sat, 26 Jul 2008 23:18:19 GMThttp://salesblogcast.com/2008/07/22/rebuilding-your-team-with-the-core-four.aspxDoyle SlaytonLast week I posted a question from a loyal reader titled How to Bring Your Team Back to Life. Be sure to click on the link to catch-up on the story and to read the fantastic comments from our readers. As promised, here is my take on rebuilding a winning culture. There are four areas of focus for getting a team back to its winning ways! SalesSalesTaxiLeadershiphttp://salesblogcast.com/2008/07/22/rebuilding-your-team-with-the-core-four.aspx#Commentsada9fd64-ca4f-467c-a8d4-27e44aeb56b5Thu, 24 Jul 2008 19:56:13 GMThttp://salesblogcast.com/2008/07/19/close-more-sales-by-seeing-the-window-of-dissatisfaction.aspxDoyle SlaytonHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Saleshttp://salesblogcast.com/2008/07/19/close-more-sales-by-seeing-the-window-of-dissatisfaction.aspx#Comments2dfe8b85-8940-475d-a9dc-b6f3baad6515Tue, 22 Jul 2008 18:24:28 GMThttp://salesblogcast.com/2008/07/17/great-leaders-establish-guiding-principles.aspxDoyle SlaytonI’ve seen leaders who choose the "Don’t do anything without my approval" approach. It doesn’t take long before team members stop contributing new ideas and solutions. Creating an environment for success begins with the establishment of guiding principles. These principles position you and your team to make confident, high quality decisions. SalesLeadershiphttp://salesblogcast.com/2008/07/17/great-leaders-establish-guiding-principles.aspx#Comments956087a9-ed8b-422d-a6ee-39bb442b921fSun, 20 Jul 2008 00:16:44 GMThttp://salesblogcast.com/2008/07/15/how-to-bring-your-team-back-to-life.aspxDoyle SlaytonLast week I received an email from a loyal reader asking me for advice on how to bring his team back to life. Reader QuestionsSalesLeadershiphttp://salesblogcast.com/2008/07/15/how-to-bring-your-team-back-to-life.aspx#Comments9b16d842-4500-4359-a423-ff0d81f7cb03Tue, 22 Jul 2008 18:34:43 GMThttp://salesblogcast.com/2008/07/12/sales-jobs.aspxDoyle SlaytonToday is the official launch of the SalesBlogcast.com Job Board! Since launching the blog, I have received multiple requests to create career opportunities for my subscribers and group members. OK... let's do it! This new feature is located at SalesFun-n-StuffLeadershiphttp://salesblogcast.com/2008/07/12/sales-jobs.aspx#Comments8b8c4399-e21a-4f6b-86ef-da8c5cb82e3fTue, 15 Jul 2008 18:05:31 GMThttp://salesblogcast.com/2008/07/10/how-do-you-respond-to-compliments.aspxDoyle SlaytonHave you ever noticed the way people respond when you give them a compliment? As soon as you finish reading this post, go up to three people and give them a sincere compliment. Say something like, "You are really good at…" Listen closely and watch them respond in one of the following five ways: SalesTaxiFun-n-Stuffhttp://salesblogcast.com/2008/07/10/how-do-you-respond-to-compliments.aspx#Commentse5537315-617a-416d-b80d-76a778a4bba3Sat, 12 Jul 2008 22:37:30 GMThttp://salesblogcast.com/2008/07/08/give-your-prospects-a-reason-to-call-you-back.aspxDoyle SlaytonUnless you give people a reason to call you back, they won't. To be the best of the best in sales, you must never view yourself as just a "salesperson." Be proud! You are more than a salesperson. You are THE SALESPERSON. Saleshttp://salesblogcast.com/2008/07/08/give-your-prospects-a-reason-to-call-you-back.aspx#Commentsff6ebd89-79f9-4e91-8808-98eea484c907Thu, 10 Jul 2008 18:15:38 GMThttp://salesblogcast.com/2008/07/06/five-questions-to-evaluate-employee-engagement.aspxDoyle SlaytonWhen I think of employee engagement, I think about organizational commitment, empowerment, communication, and results! I think about employees who strive to "be the brand!" The following is a list of five questions to evaluate employee engagement. SalesLeadershiphttp://salesblogcast.com/2008/07/06/five-questions-to-evaluate-employee-engagement.aspx#Comments431935f3-e65b-4e27-82ee-129136773f57Tue, 08 Jul 2008 17:20:25 GMT