Jun, 10 2010 | Account Based Sales
Check this out…the topic of a recent Reuters article: Making Cold Calls? People Would Rather Give Up Sex. “The prospect of making cold calls for a week as a salesperson is more unappealing than giving up sex for a month, a survey showed this week. “Only getting a root canal was deemed worse than […]
May, 25 2010 | Account Based Sales
You know who they are—the time-wasting, buy-nothing customers… By dumping them, you free up time to develop and care for the ones who really matter. Just do it. The PITA Customer You can see the warning signs a mile away: They push you on price, threaten to take their business to your competitors, make unreasonable […]
May, 06 2010 | Account Based Sales
Are your clients stuck, afraid to change, to try new approaches? Are they afraid of not delivering results and of losing their jobs? Trodding along the same path won’t get them to a new destination. As salespeople, we make a difference to our clients. Let’s help our clients get “unstuck.”
Feb, 03 2010 | Account Based Sales
A lot of people talk about accountability and write about accountability, but In No More Excuses, Sam Silverstein identifies the five accountabilities shared by all truly successful people and organizations.
Jan, 27 2010 | Account Based Sales
Expertise isn’t just handed to you. Commitment to a daily routine and practice separates you from every other salesperson out there. Commit and succeed.
Jan, 05 2010 | Account Based Sales
Stop cold calling. Referral sales: There’s no other sales or business-development strategy that compares. You don’t have time to waste. You have deals to close and results to deliver.
Dec, 01 2009 | Account Based Sales
Do you remember the last time you called someone and they answered the phone on your first try? If you’re a mere mortal, you leave voicemail messages–lots of them. But if you’re a Voicemail Villain, no one returns your calls. No one. Voicemail Villains, you know who you are: The Rambler: Leaves voicemail messages that […]
Nov, 18 2009 | Account Based Sales
Enough Economic “Woe, Is Me.” You are not a cow in a ditch. Grab the bull by the horns, and get out your shovel and dig! “Ideas and guidance come from the most unexpected sources-if you’re open to receiving it. Anne Mulcahy, former CEO of Xerox, once told Fortune magazine that the best advice she […]
Aug, 04 2009 | Account Based Sales
This message from Gerhard Gschwandtner, Founder and Publisher of Selling Power. Gerhard attended Chief Executive Magazine’s CEO of the Year Award and here is his take on insights from conversations with America’s leading CEOs: “The economy is on the road to recovery. It may not be fast, but we’re more certain than ever that the […]
Jul, 26 2009 | Account Based Sales
Why is it that salespeople make a statement and then say “in other words” and go into a lengthy sales pitch? Are they not using “real words” in the first place? Is our sales prospect or client so dense that they don’t understand what we mean with “real words”? It’s time to start saying what […]