Sales Activities
Overcome Sales Roadblocks by Believing in What You Sell
As human beings, we are very good at picking up visual, verbal and non-verbal signals from another person. Body language gives us the first impression of another individual, and it is true that you do…
Compressing the Sales Cycle
There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” This focuses on what we call wall/calendar time…
How Does Your Customer Make Money?
Recently, I was in a discussion with a group of sales people. I posed the question, “How does your customer make money?” Most of them responded with what their customers did, for example: “They’re a…
Get a Call Back with the Alien Message
Over the past few weeks we have posted several articles on why you should return to using the your Smartphone’s calling feature to actually make a phone call rather than only texting or reaching out on Facebook….
Your Legitimate Business Reason?
Do you have a legitimate business reason for reaching out to your lead? If you do not, then you are spamming! What Is Your Legitimate Business Reason? When you have a legitimate business reason to…
The Psychology of Sales: 4 Strategies to Increase Your Conversions
If you want to increase your sales, it helps to have an understanding of psychology. People make purchases for complex, often emotional reasons. That’s why a good sales person is also an amateur psychologist. Here…
Customers and Sales: We Need Each Other!
If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are…
How to Know What Your Customers Want (Before They Do)
So, you’ve worked out who your ideal customers are, excellent. Now what? Next, you can figure out their problems so that you can understand how to solve those problems. (Yes, I’m calling them problems. Not issues. …
Making B2B More Like B2C Sales?
I read a terrific article by Tiffani Bova, “6 Tips For Selling In The Age Of The Connected Consumer.” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. I…
Make a Phone Call! Expect Return Calls!
With the Smartphone and texting revolution, many distributors do not want to make an actual phone call. A real live talking phone call seems almost totally a thing of the past. Make A Phone Call!…
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