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  • The Often Overlooked Sales Skill
    Just read another article about the top 3 sales skills.  And this one like many of the hundreds of other articles not too mention dozens of books I have read all overlook and even ignore this critical sales skill or capacity.  Possibly,there is an assumption everyone knows this and hence we do not have to [...]
    in Top Sales World
  • Your prospect’s assistant is an ally, not an obstacle
    In most sales situations, if you’re treating the administrative assistant who supports the decision-maker as a gatekeeper, you’re introducing unnecessary friction into your sales process.  You may actually lengthen your sales process, and decrease your chances of winning the deal. … Continued The post Your prospect’s assistant is an ally, not an obstacle appeared first on Matt On Marketing.
    in Top Sales World
  • A Book Review: “Be Bold and Win the Sale: Get Our of Your Comfort Zone and Boost Your Performance” by Jeff Shore
    Today’s blog is a review of Jeff Shore’s Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance. Jeff is a highly sought-after sales expert, speaker, author, and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. You can connect with […]    Related StoriesLife Lessons From Charlotte, from A Dad’s Point-of-View – by Bruce SallanTime is Passing Rapidly—Are You Frittering it Away?The Three Dolls – Author Unknown 
    in Top Sales World
  • Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements
    Issue Date:  2014-08-13 Author:  Nick Herinckx Teaser:  Aren’t agencies supposed to take things off of your marketing team's plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regaining control of your time. Aren’t agencies supposed to take things off of your marketing team's plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regaining control of your time. read more
    in salesandmarketing.com
  • When Can You Trust Salespeople’s Opinions?
    “If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right. If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.” It is not unusual for independent research to uncover that many, if not all, “differentiators” salespeople have been stressing don’t resonate with prospects. Here’s an example: read more
    in salesandmarketing.com
  • 3 Principles for Earning the Status of Trusted Advisor
    Issue Date:  2014-08-11 Author:  David Yesford, Senior Vice President, Wilson Learning Worldwide and Michael Leimbach, Vice President, Global Research and Design Teaser:  Customer behaviors seem to be saying they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor. Customer behaviors seem to be saying they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor. read more
    in salesandmarketing.com