The cold call. OK, I’ll admit it. I feel a rock in the pit of my stomach when I hear the words. As with any other challenges, it’s always the anticipation that is worse than the actual experience. Oh sure, there is the once in a blue moon when you might get hung up on or kicked out of the office, but if you are real, sincere and honest going in, that sort of experience is rare. Read the rest of this entry »
Take the Pressure Off of the Cold Call!
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July 25th, 2010
Sales Managers Quick Tip: Motivating your Sales Staff
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October 25th, 2009
Motivating and managing key employees can prove to be one of the most difficult tasks required of business owners and managers, and the ultimate success of a company can rely on the ability to understand the most common mistake that sales staff make. It is important to realize that most people consider a job in sales to be very tough and a competent manager or business owner must be prepared to handle the perceptions of their staff. The most common mistake that sales staff make is generating too much of their time to non-revenue generating activities. While the sales force may believe that they are working incredibly hard, the fact of the matter is that most of the “hard work” does not actually accomplish any progress towards quotas or goals. Read the rest of this entry »
Top Business Social Media Websites for Busy Sales Professionals
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October 17th, 2009
Okay… I know that this topic has been done before. That being said I thought I might bring a different perspective to the mix. As you may or may not know, I own a SEO Company called WebTalent SEO. I often use social media websites to connect with prospects and generate qualified sales leads. I have also coached many other business on how to make the most out of their time spent on these social networks. The most common rebuttal I get from experienced sales professionals is that they just dont have enough time to monitor and maintain all these profiles. Now many of the other blog posts list dozens of site that you need to be on in order to effectively reach your prospects online. Read the rest of this entry »
Sales tips for selling at trade shows
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February 10th, 2009
I’m writing this blog post from am altitude of 35,000 feet above sea
level on southwest flight 1905 to Las Vegas. My Business will be
exhibiting at one of the top industry trade shows. I’ve been panning my
sales strategy for the trade show and I thought I would jot this down.
I’m going to upload it to my blog when I land. Those of you that have
an iPhone will appreciate the complexity of writing a 300 word document on the touch screen keyboard. So let’s jump Into it! Read the rest of this entry »
Prospecting : the most important part of selling
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September 20th, 2008
Have you ever heard your sales manager tell you than sales is a numbers game? It’s absolutely true! That being said there is a way for you to become more effective in your selling by increasing your efficiency and raising yours “close rate”. One way this can be done is with intelligent prospecting. I know many a sales person who jump right to their CRM and just start flipping through the records. This can be successful and land tons of sales (in some verticals). For most industries there is a better way to do it. Read the rest of this entry »
Trade Shows as effective prospecting events.
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September 11th, 2008
Selling during a trade show can be very difficult especially if it is a heavily attended one. The plus side is that you are in a room with hundreds of potential clients that could potentially use your product. My company attends trade shows to exhibit in hopes of creating brand awareness as well as landing a potential client or two. Our company faces a slight difference to the norm. We are looking to target the exhibitors as opposed to the attendees. Read the rest of this entry »
