Best of Sales Sales and Sales Management Blog Climate declared: 3.4 kg of CO2 per kg of product due to excessive amounts of hot air Has Your Joy Been Drained? Two years isn?t a very long time.  On the other hand, the last two years have been a very, very long time.  I know of few companies, big or small, or sellers that haven?t struggled over the last months.  I?ve also noticed that a lot of us have become preoccupied with coming through this recession [...] Guest Article: ?Negativity?How to Overcome That Most Deadly Disease,? by Jonathan Farrington Negativity – How To Overcome That Most Deadly Disease by Jonathan Farrington ?Experience informs us that the first offence of weak minds is to recriminate? Samuel Taylor Coleridge Negative people typically suffer from what I call the three ?C?s? and are usually found to be: Criticising, Condemning or Complaining. Here are some tips to help you overcome negativity and to [...] 100 Cutting Edge Business Blogs?I?m Honored to be Included The Sociable Blog has compiled a list of what they believe to be 100 cutting edge business blogs divided into several categories.  I?m honored that the Sales and Sales Management Blog is included, especially based on the company that I?m associated with. Here?s just a taste of the categories and who is on the list: Cutting Edge [...] Book Review: Lemonade Stand Selling: Accelerate Your Small Business Growth, by Diane Helbig Everyday across the globe thousands of men and women start a small business.  Whether a small consultancy out of their home, a retail store, a café, or even a lemonade stand, they all have a common goal?success.  They also have common problems and common needs?they have to find, sell, and retain customers.  No customers=no sales.  No [...] Consistency in Training Relates Directly to Consistency in Production I had an interesting conversation on Friday with a sales executive for a mid-size company that produces accounting and HR software solutions for the manufacturing and medical industries regarding the inconsistency of training messages to the sales force within the company.  David?s concern is that although the company has what is supposed to be a [...] Guest Article: ?All Price Objections Are Different,? by Tom Reilly ALL PRICE OBJECTIONS ARE DIFFERENT by Tom Reilly To paraphrase a famous quote from George Orwell’s Animal Farm, “All price objections are equal, but some price objections are more equal than others.” Price objections come in all shapes and sizes. No two price objections are the same. “I can buy this cheaper from a competitor.” “I don’t have the [...] What Are You Teaching Your Prospects and Clients About Your Value to Them? At least once a week I have a conversation with a sales leader or seller who complains about how much time and money they?re wasting on efforts to keep in touch with their prospects and clients since prospects and clients ?never seem to read the damn stuff anyway.?  If it weren?t for the need to keep their name in [...] The Sales Winner?s Handbook?Sharpen Your Phone Skills, Increase Your Sales If you?re familiar with my work you know I?m not a big fan of cold calling?but you also know that I fully understand that there are great prospects we all have that we just can?t reach any other way.  Whether we like it or not, we have to pick up the phone and make some [...] Create a Powerful, Effective Follow-up Communication Campaign?A Free Webinar on March 23 Are you teaching your prospects and clients to pay attention to you–or to ignore you? What do your follow-up communciations with your prospects and clients say about you and your value to them? Every time you communicate with your prospects and clients, whether a phone call, a newsletter, an email, or direct mail piece, you’re teaching them [...] Book Review: Selling in Tough Times: Secrets to Selling When No One is Buying,by Tom Hopkins Certainly timely since we?ve all been facing tough times for the past couple of years, Tom Hopkins? newest book, Selling in Tough Times: Secrets to Selling When No One is Buying (Business Plus: 2010), seeks to help sellers at all levels get back to the top. If you?re a Hopkins enthusiast looking for something new, you?ll [...] [ Back ]

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