Archive for 'Sales 101'

Nimble Social CRM – Prepare For An Experience!

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Nimble Social CRM – Prepare For An Experience!

Jimi Hendrix was an original. The man did things with a guitar that had never before been seen! Furthermore, a lot of those signature licks have not been seen since. He built a sound, and a style, from the ground up. He was fast. Lightning fast. He was so nimble he could play that guitar right side up, upside down, or inside out. Business is like that. You have to be quick. You need to adjust to the ever-changing landscape. ...

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Who Says Buyers Are Liars!?

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Who Says Buyers Are Liars!?

Actually, I do. For that matter, so would anybody who has ever sold something. Quick! How can you tell when a salesperson is lying to you? His lips move. How about a buyer? Same answer. LOL. Come on people! You know it’s true. As a buyer, I lie to sales people everyday. During my career in sales, I have heard every one of the following statements. Even better, I’ve heard each of  them falling from my very own lips ……

  • “I’ll ...
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Nimble Social CRM – A Salesperson’s Perspective

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Nimble Social CRM – A Salesperson’s Perspective

There are just an awful lot of articles floating around these days about how complicated it will be to fully implement a complete Social CRM solution into all departments of a business organization. I suspect that many of these clippings may have originated from the old guard of mainstream CRM vendors who are desperately trying to adapt their offerings to meet this new demand.  However, that being said, I also suppose that much of this may be true.

As a life-long ...

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The Art of “Not Knowing”

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The Art of “Not Knowing”

Columbo! A classic! So classic, in fact, that he has a “close” named after him. Peter Falk was the absolute master when it came to acting befuddled. For those of you are too young, he would feign defeat when questioning the suspect, start to walk away (thereby disarming them) and then stop, turn around, and say … “Actually, I was thinking … ” or something to that affect. Try it in a closing situation. It works (smile).

“Not knowing” is also ...

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What Are Your Services Worth?

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What Are Your Services Worth?

The other day a colleague posted on FaceBook that he was raising the price of his opinion from 2 cents to 8 cents. While not quite the current value of an ounce of pure gold, I would call this a “good start” (smile). Just what are your services really worth? And, in many cases, the value of your opinion should be worth the same amount.

Some 20 plus years ago I decided to get into the consulting business. This would include ...

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I’d Love To Give You That Referral But …..

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I’d Love To Give You That Referral But …..
 I have been incredibly busy this past week getting everything put into place for the launch of our third NetWorks! Boise group on January 5. This will be a Tuesday breakfast group code-named … Sunrise. How original (smile). Oh well, it works.  I’ve been thinking about the topic of this post for some time now and, in fact, it was originally created on one of my Posterous accounts that I don’t really promote as of yet. ...
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