Tuning in to Channel Partners’ WIIFM
It’s a cardinal rule of sales and marketing to make sure your audience, customers, prospects, and those who may become prospects know WIIFM – “What’s In It For Me.” And it’s the same for channel...
View ArticleOne Day at a Time
Well I did it. I did the “It’s the first of the year and I have put weight loss on my resolution list” thing. Actually I don’t make resolutions but I did set a goal to get healthy. I have committed to...
View ArticleClik here to view.
It’s about the process
Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got...
View ArticleTake 7 steps to stop procrastination
We have a client to call or a sale to make, yet we don’t do it. We have a deadline coming up and yet we can’t seem to close? What is keeping us back? Why are we reluctant, unable to complete? What do...
View Article3 things your sales people should be doing that will help you get paid
Anyone who has worked in credit and debt collections for any time knows about the troubled relationship between sales and the credit department. When sales people get paid a commission, they want to...
View ArticleSelling is Synonymous with Success
“I do not have the personality type to be a great salesperson.” I may be the first one to tell you this, but personally believing in that statement can be a major hindrance to your personal and...
View Article3 Tips to Get Your Selling Confidence Back on Track
Being in the Business World (at least most of the time) means selling. Marketing a product or service, wooing potential clients, and exceeding personal or company sales goals comprise the everyday life...
View ArticleThe Only Two Reasons Salespeople Fail. And What To Do About It.
This may sound simplistic, but there are really only two reasons why salespeople aren’t successful: 1. They don’t do enough of the right activities to get enough opportunities 2. When they perform...
View Article3 Reasons Your Sales Suck And How You Can Fix Them
We have all struggled with our sales process at some point…c’mon, we can admit it, we are all friends here. So it isn’t the struggles that I am going to tackle here, but the root causes that are often...
View ArticleSo You Want to Write a Business Book? Six Tips for Success
There is evidently one thing that virtually all business people have in common – the desire to write a book about their particular area of expertise. When I was writing my book and would mention it, I...
View Article