Learning Is Selling. Educating Is Selling.

Learning the needs and desires of our “buyers” is an essential sales skill. Many of our discussions have said that implicitly. Let me emphasize this “learning” explicitly before we get to the work of educating our “buyers” about us. We’ve discussed reasons why confidence and humility are important. Here is one more: We need confidence

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5 Laws for CRM Success

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or

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Todd Cohen’s Secret to Sales

I was thinking about the proliferation of articles by sales experts of all sorts who profess to have the secret of sales and how to be the best! I have written before about this phenomenon, and it always makes me smile. So, here is my secret to sales…in my shortest-ever blog. Without further delay – Todd Cohen’s Secret

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Becoming a Thought Leader

Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first! I think that it is common for people to think

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How to Get People to Use Their CRM Systems

By Gene Marks, The Marks Group Customer Relationship Management (CRM) implementations continue to fail at a rate almost as alarming as Hollywood divorce rates. Don’t believe me? As recently as 2009, Forrester Research showed a 47% failure rate on new CRM projects. People just don’t use them like they should. Many wind up not using

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Value Proposition in the Sales Culture

What is your organization’s unique value proposition? When all employees in your organization understand the value proposition well enough to articulate it in any situation, they become highly valued members of the sales team and, ultimately, an integral part of the sales culture. Imagine if every individual in your company could articulate your value proposition

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Fall on Your Sword – 4 Steps to Fixing a Bad Sales Relationship

This past week during one of my Sales Culture Workshops a client asked me, “How can I fix a bad sales relationship?” That’s a great question—and it has a very simple four-part solution: Just ask. It’s not complicated, and it’s not mysterious. One thing I see salespeople doing incorrectly is assuming that they know what

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