I’m excited to let you know that I have created a group on LinkedIn called “Everyone’s in Sales.” This is a new group, and I want to invite you to join. I started this group for the same reason many groups are created – to stimulate and create conversation and dialogue so members can learn […]
“Everyone’s in Sales” – A LinkedIn Group Read More »
This question has an esoteric feel to it, but I assure you it’s totally real. Are you present? I don’t mean are you physically present; rather, are you truly engaged with the people around you? Your ability to be present has all the power to make a huge difference between success and failure. Your ability
Are You “Present”? Read More »
So how do you know that you have a strong and vibrant sales culture? Indications of your strengths include many tangibles, such as stakeholder retention, super-engaged employees, new sales referrals, better-qualified sales professionals, and increasing revenue. Employees and customers remain where they feel satisfied and a part of the culture. They will work together to solve problems
Knowing That You Have a Strong Sales Culture Read More »
This is about the time of year that my clients start to call me and ask, “Why can’t I make any progress with my prospects and customers?” (Actually, I hear this all year long, but now it seems to be a bit more pronounced.) More to the point, I also hear from the customers and
6 Ways to Improve the Sales Relationship Read More »
Let me say this right up front: The enemy of the salesperson is not a bad economy, an ineffective manager, or a less-than-optimal product. Although none of these are good things per se, the mortal enemy of the salesperson is having a sense of entitlement. Unofficially defined as an inflated and unrealistic sense of
8 Rules of Engagement for the Entitled Sales Representative Read More »
Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring
Intuitive Curiosity – A Key Skill of Great Sales Professionals Read More »
Thought leaders earn respect. It’s because as a thought leader you are passionate and able to help people see a new idea or get clarification on existing ones. Sales professionals who distinguish themselves as being a thought leader are more likely to earn respect AND get the deal closed. I believe this passionately and completely.
Wanna be a Thought Leader? Go on and Sell Yourself Read More »
By Brian D. Wiggins Director of Circulation, Philadelphia Business Journal If you’ve attended sales seminars, then you’ve likely noticed a common key point conveyed in many of them: Sales professionals must deliver value to their prospective customers. How will you deliver value to your prospects? In this article, I talk about how you can nurture
How Will You Deliver Value to Your Prospects? Read More »
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
Todd Cohen’s Secret to Sales Read More »