Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel. Here are six things to consider to insure your new sales team is effective and profitable. #1 Define the role of your inside sales team. When considering building or […]
Two Simple Questions to Close More Business in 2015
Everybody has heard the expression: “If you want different results, you have to start doing things differently.” This is why all our New Year’s resolutions include doing different things: Not eating that donut in the morning; going to the gym after work instead of out to dinner; helping out more around the house, instead of […]
A Bit of Wisdom for You for the New Year
One of my favorite essays by the master of motivation, Emmet Fox: Take It Easy By Emmet Fox, Find and Use Your Inner Power Don’t hurry. You are going to live forever—somewhere. In fact, you are in eternity now; so why rush? Don’t worry. What will this thing matter in twenty years’ time? You belong […]
How to Get into the Holiday Spirit
This is going to be a short article because I’ve found there is an easy and sure way to develop a positive and giving attitude. I call it, “Get into gratitude.” If you will just take 10 minutes to follow this suggestion, then regardless of how you feel about the holidays, a transformation will take […]
Avoid this “Ghost” of Christmas Future
A while ago, I got a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to work with a new client when I stopped at Starbucks for a cup of coffee. As I stood in line, I glanced out the […]
3 Gifts EVERY Sales Professional Wants
The Holidays are finally here. To most sales people, this means extra days off, and half days before Christmas and New Year’s; it means holiday parties, year-end bonuses (if they’ve been good and made their quotas), and even promotions if their company offers them. It means holiday cards from vendors, and it means long lunches […]
One of the Easiest Things You Can Do to Increase Sales
A few years ago I was introduced to a system of marketing that is easy, inexpensive, and automatic even. It’s a way that I stay in front of prospects so when they are finally ready to buy, I’m the first person they think of. Once I learned about it, I was all in. Then, once […]
The Key to Building Real Value
You hear it all the time – if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it – if services or products are more […]
How to Use Better Tie Downs
You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, “How are you today?” right? Prospects know immediately who is calling and they can’t wait to get you off the phone. You know what else identifies you as a sales person? Using any of the following worn […]
5 Secrets of Successful Opening Scripts
Cold calling is tough, I get it. Even if your marketing department is generating so called “warm leads,” the resistance of people who receive an unsolicited call can be fierce. Heck, you probably don’t like getting calls from home improvement or alarm companies when you’re at home either, do you? So what can you do […]