Archive for 'Sales 101'

How I Work It – Social Selling with Larry Levine

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How I Work It – Social Selling with Larry Levine

Larry LevineWith a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”.

I try to watch and emulate others and you probably do the same. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. Our hope is that ...

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3 Ways to Warm up Your Cold Calling

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3 Ways to Warm up Your Cold Calling

Making a cold call should never feel like an awkward first date – to you or the prospect.

But sadly, too often it does.

When you, as the SDR, are in a rush to meet deadlines and scrambling to close sales, your nervous urgency often comes out during your calls – quickly turning away potential prospects.

Yes, you need to close deals. And no, you don’t want to waste time on uninterested clients.

But remember, people buy from friends. By spending a few extra ...

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Sales Pros Behaving Badly

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Sales Pros Behaving Badly

Why does it seem that the worst sector when it comes to practicing what they preach appears to be self-proclaimed sales pros? Astonishing. I’m not talking fancy schmancy here. I’m talking about the most basic selling essentials. Makes me want to hold my head and cry.

As I tell people in my networking group … “If I observe, or even worse find myself on the short ...

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Solutions To Common Expense Complaints From Sales Personnel

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Solutions To Common Expense Complaints From Sales Personnel

Business travel expenses have long been a source of irritation for both sales personnel and corporate accountants. Rightly so, salespeople want to be appropriately reimbursed. Bookkeepers are required to have expenses accurately accounted for and tracked. This is no small issue as Business Travel News puts national average travel expenses at $306.91 per day. 

Why the reluctance, procrastination and complaints from sales personnel when it comes to sales expenses? Let’s take a look at some common complaints and potential solutions.

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The New Sales Model is Social Listening

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The New Sales Model is Social Listening

At least by classic definitions, I have never considered myself to be a particularly good salesperson. That doesn’t mean that I don’t get the job done. For example, while I despise closes, I am a good closer. I’m really not much good at conquering objections either. Instead, I avoid them altogether by anticipating and addressing them before they crop up. If I do anything well, I am a good listener and while that may be less obvious than are most ...

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How I Work It – Social Selling with Amar Sheth

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How I Work It – Social Selling with Amar Sheth

Amar Sheth of Sales for Life shares how he works social selling!With a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”.

I try to watch and emulate others and you probably do the same. There is a lot of confusion, particularly with B2B, ...

Continue Reading →
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