Sales Management
To Make More Sales, Stop Focusing on “Results”
I was reading a book by Dan Kennedy yesterday and he quoted another author on the topic of achieving what you want. I don’t remember the other author’s name, or... read more
Cross-Channel Lead Nurturing: It’s Time to Move Beyond Email
According to Gartner, by 2020, customers will manage 85% of their relationships without talking to a human. Given trends in social media, you can bet a significant portion of these... read more
Are Sales Leads Lost To Customers’ New Interest?
You cannot have sales leads without any form of interest. Why else would a prospect tell you about their needs and what budget they have allotted for them unless they... read more
Interacting with Sales Teams: The Four Zones
Have you ever talked to your team and noticed how differently each person listens? I’ve found that people usually fall into one of four “zones” that influence the way they... read more
5 Ways to Blow the Sale with the First Contact
I recently posted a freelance web development project on a web development job board. Most of the responses, unfortunately, were perfect examples – of what not to do. Since a... read more
Why Do We Make Selling So Difficult? Seven Obvious Mistakes.
1Selling should be far simpler than it is. For decades, experienced experts have taught that selling is a process that ultimately consists of matching a product or service with someone... read more
Sales Leads – Understanding Their Actual Rate
Rates. The accounting practice can be quite familiar with them. Sales leads are a different sort of rate though. It is the kind of rate that many deem unpredictable or... read more
How Software Lead Generation Can Allow Prospects To Test
Several in the software industry are hesitant to have a software lead generation campaign that allows prospects to test first. Why is that? Most often it is because they do... read more
“The Best Sales Call.”
I belong to a Master Mind group here in Dallas consisting of a few other business owners. We meet once a month for a full half-day, and in the true... read more
To Get More Sales, Focus on What You Do, Not Who You Are
Does your website tell your visitors everything possible about you? The more information you can give your visitors, the more they are likely to buy from you, right? Surely it... read more
How to Prospect…Even at a Wedding
I have to attend a wedding this weekend or else I’d be out a girlfriend. Actually, it’s a wedding on a Friday so I’m out an entire day of prospecting... read more
Lead Generation Means Closed Calls, Not Close Calls!
If you have ever used telemarketing in lead generation, know that there is a clear difference between a closed call and a close call. Closed call simply means you now... read more
Sales Success: Getting the Comfort–Risk Mix Right
Sales reps, like most of us, have a propensity to stay within their comfort zone. Some sales people think that’s what sales management wants so it is an issue of... read more
On Selling Internally
We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers. We get the programs and products we need to... read more
Keep Software Leads Safe From Unfair Pricing!
Pricing is not just an obstacle to software leads. It gets worse when it has been labeled unfair. It is like a scarlet letter on your company’s product to be... read more
