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Networking – a dirty word? Think again… - By Eugene WhelanDriving yourself to perform: If not you, then who? - By Eugene WhelanWe’re getting ENGAGED… But does it always lead to Happy Ever After? - By Eugene Whelan- 3 Steps to Quickly Build Credibility When Selling To C-Level Executives - by Submitted on Nov 30, 2016 from Sam ManferCredibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility Keeping it all about the C-Level ...
Views: 2122 - Do you want it all? - by Submitted on Jul 12, 2016 from Charlie MooreDo you want it all? Most people do but just don’t know how to go about it. They are either too lazy to go after it or just don’t care anymore. Wouldn’t you love to have all the money you ever needed, a great relationship, a beautiful home or homes, having a career that you love and ...
Views: 1677 - C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’ - by Submitted on Feb 17, 2016 from Sam ManferYour buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ...
Views: 2352 - 4 Ways To Keep On Selling ... Even In The Tough Times - by Submitted on May 28, 2015 from Dr. Alan ZimmermanIn the movie, "A League of Their Own," the baseball coach talked to his dispirited team, saying, "Of course it's hard. If it wasn't hard, everybody would do it!" That’s the way it is with selling. It can be hard. But there are four, old-fashioned, sure-fire ways to achieve success at ...
Views: 2029 - C-Suite Selling Is Where You Will Win the Sale and Cross Sales - by Submitted on May 18, 2015 from Sam ManferThe reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ...
Views: 2347 - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 2607 - 4 Quick Tips On How To Sell Authentically - by Submitted on Apr 04, 2015 from Diane Yochelson"Sales-y." Just the sound of the word is irritating. Yet if you don't get out and meet people to share what your business is all about, how will you generate customers and keep doing what you love? It all starts with YOUR beliefs and perspective. Are you selling or serving? What comes to mind ...
Views: 1762 - The Biggest Mistake When Hiring Internally - by Submitted on Mar 29, 2015 from Lisa MininniHave you ever wondered why you can be completely energized one day and completely drained on another day? There are certain activities in your environment that will energize you and certain other activities that will drain you. The reason you’re energized (or not) is tied directly to your ...
Views: 1754 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 2114 - Teleseminars - Building Credibility Before, During and After - by Submitted on Dec 04, 2014 from Kathleen GageThe benefits of hosting teleseminars are numerous. Value added for your market, multiple streams of revenue, increased visibility and increased market reach to name just a few of the many. In this article we will address a great way to generate revenue on the backend. What this means is after ...
Views: 1748 - Teleseminars - 7 Steps to Creating Engaging Content - by Submitted on Dec 04, 2014 from Kathleen GageCreating a topic for a teleseminar is one thing. Developing great content is something completely different. The content has to provide solutions to whatever your listeners are interested in. The following is a very simple formula for creating a hot topic AND great content. 1. Determine topic ...
Views: 2239 - Sales Management III - What Works - by Submitted on Oct 28, 2014 from Sam Manfer“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III) A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) ...
Views: 1858 - The True Cost of Obtaining New Clients - by Submitted on Sep 05, 2014 from Tracey FieberOne miscalculation that many business owners make involves the ease with which they will attract customers. This is called "field of dreams marketing". The mindset is that developing strong marketing tactics to bring in new clients is the best path to growth and expansion. By growing ...
Views: 1676 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1859 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1642 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1808 - *** Don't Aim at Success - by Submitted on Mar 20, 2014 from Leslie CunninghamVictor Frankl’s best-selling book, Man’s Search for Meaning, has been listed as one of the ten most influential books in the United States. Frankl chronicles his experiences as a prisoner in the Auschwitz concentration camp during World War II. In the opening of his book he ...
Views: 2462(1 vote) - Special message for Coaches, Entrepreneurs, Online Marketers, and Sales Professionals - by Submitted on Feb 01, 2014 from L. Andrew MorganTo: Anyone committed to being the best they can be. From: The Goals Coach Subject: Greatness This week remember that greatness is not common. It's not doing what everyone else is doing that makes you great, it's consistently doing what few are willing to endure. When remaining ...
Views: 1929(3 votes) - ***We’re getting ENGAGED… But does it always lead to Happy Ever After? - by Submitted on Mar 27, 2014 from Eugene WhelanEmployee engagement is no longer the sole province of theoretical academia or business consultants with a penchant for the new and untested. Business has seen engagement become a key strategic consideration for many companies from the small and innovative technology start-up to the world of ...
Views: 7046(7 votes) - ***Driving yourself to perform: If not you, then who? - by Submitted on Mar 27, 2014 from Eugene WhelanWe all want to do better. Better at work, better in life, better at everything. But how do we achieve this and do we really know what better is? Performance at work has always been a hot topic. At worst, performance (or the lack of it) can put a company under, at best it can make it ...
Views: 5528(1 vote) - ***Networking – a dirty word? Think again… - by Submitted on Mar 27, 2014 from Eugene WhelanNetworking! We’ve all heard of it, some of us have done it, some of us are thinking about doing it, but most of us just dismiss it. These are all comments people make when talking about networking. What many people don't realise is that as a business owner, you are always networking. For a ...
Views: 5199(2 votes) - ***Attitude is everything – especially when it starts to affect results - by Submitted on Mar 27, 2014 from Eugene Whelan"The pessimist complains about the customer, the optimist expects him to buy, the realist adjusts the attitude to the customer for the sale." Let's look at these three points a little more closely, shall we? In general, most people aren't particularly aware of their own attitude. They may ...
Views: 5347 - ***A time to be thankful – there are more reasons than you may think… - by Submitted on Mar 27, 2014 from Eugene WhelanIt’s all too easy to moan isn't it: about the weather, about the state of the country, about our jobs and even our general lot in life? But there are times when something happens to make you stop and think and realise that you have a lot or (or maybe just a little) to be thankful for. That ...
Views: 8796 - Don’t settle for living in a boom-bust sales cycle: get started building your spiral pipeline - by Submitted on Jul 22, 2013 from Casey FitzGeraldThis is the first in a series of articles that will explore how an important new approach to managing prospects and customers can help you obtain perpetual sales growth. You hear it so often these days that it has become cliché: that sales growth comes in waves. It’s a notion that suggests ...
Views: 1534 - Increasing the Performance Of Your Business - Five Easy Steps to Success - by Submitted on Jun 17, 2013 from Mary OlsenKeeping a business going can be quite a stressful and difficult task-the hours are strenuous working morning till night while working out finances and personal assets that seem complex or not even possible. For you to maximize efficiency as well as ensure that your business increases output and ...
Views: 1513 - C-Level Selling for Closing Sales and Passing Legislation - by Submitted on May 13, 2013 from Sam ManferPresident Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their ...
Views: 2013 - 7 Key Stages to Building a Customer Pipeline - by Submitted on May 02, 2013 from Yoon CannonDoes your business feel like a roller coaster ride where sales are either at an exciting high or they’re at a panic level low? This pendulum is stressful on your cash flow. It’s also highly stressful on your mindset. So, what can you do to build a customer pipeline so you can have a steady ...
Views: 1888(1 vote) - Create Your Sales Alter Ego - by Submitted on Mar 19, 2013 from Alen Mayerhe words ‘selling for introverts’ are not often enclosed in the same sentence. Indeed, the two are quite mutually exclusive. But a great many introverts find themselves in sales positions, or some other form of customer service, whether retail, food, hospitality, or other. Most introverts ...
Views: 2051 - 5 Quick Tips For Introvert Sales People - by Submitted on Feb 21, 2013 from Alen MayerAt one time, it might have seen an oxymoron to use the term “introverted salesperson,” but times have changed. More than ever before, employers are seeing that selling for introverts is on the rise. The days of the back-slapping, fast-talking salesperson are gone, replaced by a sales staff ...
Views: 1971 - How to Write Authentic Copy that Sells (Part 1 of 2) - by Submitted on Feb 18, 2013 from Fabienne FredricksonHave you ever thought about what it takes to attract ideal clients and customers who happily buy when you’re not in front of them? Today, I’d like to share some best practices with you that I use and that my clients now use to write marketing copy that sells. Copy is infinitely important in ...
Views: 1410 - Taguchi Engineering in Robust Design Optimization - by Submitted on Feb 13, 2013 from Christopher BrownWhen it comes to the field of design of experiments methodology, Genichi Taguchi, a Japanese engineer and author is one of the best known names around. Having published his first book on experimental design in 1958, Taguchi’s methods of fractional factorial design have forever earned him a place ...
Views: 1624 - Selling – Is this you? - by Submitted on Feb 10, 2013 from Mariano JaucoSelling is stressful, and can be downright discouraging I bet when you started your company you dreamed of freedom, being your own boss and big bountiful earnings. And my guess is you didn’t spend much time wondering how to get clients and polish up your sales skills! So often, my clients ...
Views: 1796 - Keeping Your Company Information Confidential - by Submitted on Jan 10, 2013 from Patrick ThompsonIn today's world it can be close to impossible to keep anything absolutely classified. With modern technology representing the prominent method by which many companies conduct their business transactions, safeguards ought to be implemented so as that information cannot be discovered, duplicated, ...
Views: 1477 - Concrete Stone Work Is Possible - by Submitted on Jan 09, 2013 from Patrick ThompsonRecent developments in concrete have made it one of the most versatile, beautifying and durable construction materials. Concrete is no longer a dull gray slab used for floors in warehouses and garages. Modern techniques of staining and polishing concrete can make walls, pillars and walkways ...
Views: 1640 - Custom Trophies Adding That Personal Touch - by Submitted on Jan 09, 2013 from David FrumGetting facilitated and appreciated is something that everyone longs for and if it comes with a trophy, it’s like icing on the cake. It makes one feel so grand and special. Trophies & medals are something which fills you with immense pride and honor and is your morale booster when you are low ...
Views: 1759(1 vote) - Price Has Nothing to Do With Your Lack of Sales - by Submitted on Nov 27, 2012 from John CameronHow can I say that price has nothing to do with sales? There is a very simple way to test whether price is the biggest barrier to you selling your product or service. Sell your product or service on approval. Most software and many services are now sold with a thirty day trial, or on ...
Views: 1595 - Boost Your Career with Sales Training Courses - by Submitted on Nov 08, 2012 from David AlexanderIf you are a great communicator, love dealing with different kinds of people, persistent, dedicated, good motivator and have good public relations skills, then you can thrive as a salesperson, sales manager, account manager, account executive, broker, agent, marketing manager or sales and ...
Views: 1849 - What Every Salesperson Should Know about the Language of Deal Making - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ...
Views: 1805 - The Virtual Office & the Death of the Salesman! - by Submitted on Oct 24, 2012 from Paul ShearstoneThe methodology of elite salespeople is focused at a higher level. They gravitate more toward the natural laws of human interaction and psychology – the esoteric – the essence for which the Rules of Selling were written and in which they find credibility. Their delivery appears effortless albeit ...
Views: 1598 - 3 Simple Ways “Time-Crunched” Professionals Can Manage Social Media Marketing - by Submitted on Oct 25, 2012 from Brad SmithSocial media presents one of the best opportunities to speak directly with existing and potential customers. It’s easier than traditional PR, and dramatically cheaper than mass-media advertising. But there’s still millions of websites, so there’s a lot of noise you have to break ...
Views: 1810 - Recruiting Great Sales People - by Submitted on Oct 18, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling You say it to your sales team all the time: “ABC. Always be closing.” Well, as a sales leader, I’d recommend that you adopt a slightly different mantra for yourself: ABR: Always be recruiting. Many sales managers settle into complacency when their team is ...
Views: 1599 - Eliminate Negative Self Talk from Your Sales Team - by Submitted on Oct 18, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Negativity can be a real killer on any sales team. I’ve seen good salespeople and great sales teams erode rapidly because a single poisonous thought permeates the team. This crops up more commonly in today’s market, where volatility and constant change can ...
Views: 1573 - The Learning Styles Of Lead Generation Salespeople - by Submitted on Oct 08, 2012 from Belinda SummersOne thing that you should remember in your lead generation campaign is that selling is not an inborn talent. It can be nurtured in almost anyone. What you need are the proper tools and methodology to maximize the learning curve of your potential sales people. You need them to be in their top ...
Views: 2119 - Top 3 Tips to Enhance Your Client Acquisition Program - by Submitted on Sep 26, 2012 from Jam DwadeFilling the pipeline with qualified leads is crucial to the growth of your business. As a savvy business owner, you have to put a lead generation system in place that works for you, using powerful strategies to attract more prospects and maximizing the potential of your target market. Here ...
Views: 2171(3 votes) - Some Of The Benefits Of Having Entertainment At Your Corporate Event - by Submitted on Sep 20, 2012 from Patrick ThompsonIf you are looking to hire entertainment for a corporate event that is just around the corner, know that there are a plethora of exciting options to choose from! It can be difficult to make the best choice that will turn the event into a pleasurable experience for the invited guests. ...
Views: 3993(1 vote) - How To Secure Your Loans While Buying Used Cars In Sacramento CA - by Submitted on Sep 07, 2012 from Nick PruettIt is obviously a car that comes after education and home in an individuals 'to-do list' where he/she needs to put in a large amount to make it achievable. But the thing is it is not just the money that you ought to take into consideration, there are lots of other things that need to be ...
Views: 1896 - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ...
Views: 1755 - Sales Training - Goal Development, Isolate and Attack - by Submitted on Aug 31, 2012 from Henry OkwoTo increase sales performance, sales managers must highlight essential areas of goal development for the sales reps to improve in. Even if the reps are lacking in many professional selling areas, it's best to identify and focus on one area for specific measurable improvement at a time. Next the ...
Views: 1651 - Sales Training - In Search of Sales Inspiration - by Submitted on Aug 31, 2012 from Henry OkwoBusiness owners and sales management can take steps to inspire their staff to new heights. They should be transparent in communicating the actual business results of the organization. Incentive programs can be introduced to all employees and not just the sales team to foster better overall ...
Views: 1613 - Importance of Sales Training and Employment Law - by Submitted on Aug 20, 2012 from cristiya thomasPlanning and pre-setting the objectives is one of the principal strategies while you are starting your business. No doubt, failure is inevitable but setting the goals before the business startup and following them can lead you to the zenith of prosperity. Some of the fields in which you ...
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