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Sales Activities

The Value ( And the Sale) Was in the Solution

| Bob Burg

My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home. Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home…

Which Tradeshow Display is Right for Your Small Business?

| SmallBizClub

Attending a trade show can be one of the most beneficial things you do. Businesses exhibit at trade shows to learn about new trends, to meet vendors, to check out their competitors and, most importantly,…

The “Competitor” Question

| Dave Brock

It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition…

Analyze Your Product Line

| Deb Bixler

Product analysis is key to maximizing your party plan sales and part of the Cash Flow Show training program. Between talking about party bookings, getting the scoop out about your business opp, and of course showing the…

Measuring Outcomes Not Activities

| Dave Brock

We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however,…

when-s-the-last-time-you-visited-a-customer-

When’s the Last Time You Visited a Customer?

| Dave Brock
One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective.
the-killer-closing-technique

The Killer Closing Technique

| Dave Brock
Through my career, I’ve been “taught” and subjected to 100’s of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.
proven-strategies-for-boosting-sales-with-powerful-customer-testimonies

Proven Strategies for Boosting Sales with Powerful Customer Testimonies

| Susan Solovic
Testimonials on your homepage and landing pages are perhaps the most magical elixir you have to turn prospects into customers. Keep a long list of good comments and consistently add to it.

How Well Do You Know Your Customer?

| Dave Brock
My friend Tim Ohai has a brilliant bet he makes with sales people. He puts a $100 bill on the table, saying, “If you can talk about your customer, their problems, opportunities, and challenges for 20 minutes, without ever mentioning your products, the $100 is yours.”

Fish in the Giant Ocean, Not in a Shallow Creek

| Dave Berkus
There are big fish and small fish, potential customers, all swimming in the sea that is your potential marketplace. You, the lonely fisherman, have to weave a net to catch your fish.

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