Why do you need a reason to go and see someone? You don’t. It’s no secret that relationships are the currency of long term success in any endeavor. I am not the first and certainly won’t be the last to say those words. That currency like any monetary currency is subject to fluctuation and […]
Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get
“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success. Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something
There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message to everyone around us. These words – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and
Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016. Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,
As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?
Special Event: Transform Your Sales Culture Join Gene Marks and me on March 30, 2012 to learn how to upgrade your sales technology and increase your sales! Topics will include: How to generate greater impact from your sales incentive and compensations plans. How to plan for and create a sales culture and not just a
Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail.
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
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