Archive for 'Sales 101'

3 Point Shot – Random Thoughts on Selling #1

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3 Point Shot – Random Thoughts on Selling #1

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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Reflections On My Personal Selling Style

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Reflections On My Personal Selling Style

Anybody who has spent any serious time in sales has developed a personal selling style, that which works for them. I am no exception and, certainly, my style has evolved over time. I spent my first five to seven years in retail and that was followed by B2B direct selling beginning in 1977.

Retail was a great place to start but, try working consistently extended hours, nights, weekends, and a Christmas season in the candy department. ...

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The Thin Line Between Sales and Marketing

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The Thin Line Between Sales and Marketing

Jump starting any business into the market is not a task for the faint in heart. It takes an iron stomach, a wealth of knowledge, and then an ongoing persistence to make sure that everything works in your favor. One of the fine lines that companies will have to juggle is the difference between sales and marketing.

Both relate to each other as parts of a larger process but, they’re far from identical. The roles of sales and marketing are often ...

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The Secret to B2B Selling: Identify the Pain Points of Your Customers

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The Secret to B2B Selling: Identify the Pain Points of Your Customers

It’s simple: identifying customer’s pain points is one of the keys to being a successful salesperson. And for B2B companies, it’s critical to know how to do this in those first few meetings with a potential client or customer. If you can clearly articulate and identify his or her pain points, and then center your marketing strategy around them, you can position your products or services as a solution to problems that have been nagging them for a long time.

But ...

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What Sales Managers Should Know About Social Selling

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What Sales Managers Should Know About Social Selling

In past lives, I have both been a sales manager, and I have also worked for a number of sales managers. Not all of those were created equally …

  • Some were also accomplished salespeople whereas others had never sold. I call these non-selling background managers “sales administrators”.
  • Some sales managers handled their own selling duties in addition to managing others.
  • Some were great leaders, coaches, and trainers while others … not so much.
  • Some liked salespeople while others … Hell, even those of ...
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Rebirth of the Salesman [Book Review]

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Rebirth of the Salesman [Book Review]

rebirth“Rebirth of the Salesman” (Get it on Amazon) by Cian McLoughlin effectively discusses the premise that… “The world of sales is evolving. Are you?” If you think for one minute that selling today is as simple as SOSDD, you had better think again. It’s more like “Evolve or die”.

Cian intermixes these topics with interviews with top-level buyers ...

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