Best of Sales SOCOM Sales Tips Sales tips for money hungry professionals Using WebEx for Online Meetings There are a few different online meeting planning applications available. I choose WebEx because they have proven to be the easiest to use. From scheduling online meetings on WebEx to conducting a presentation or training online for 2-20 people, I have never had any issues. WebEx is the easiest platform to use for sales teams. WebEx meetings are a quick and efficient way of providing information to people that could be located in one office or spread across the entire world. As long as you have an internet connection, you can ... Using Skype for Sales Calls I am a traditionalist when it comes to sales. I’m far from old school but I have become fairly set in my ways on what technology is best and works most often. Every now and then I get a little geeky and try out something new. This week the new tool I started using was Skype. Skype is software that enables the world?s conversations. Millions of individuals and businesses use Skype to make free video and voice calls, send instant messages and share files with other Skype users. Everyday, people ... Ideal Partner Profile Finding great partners to work with is hardly an easy task. Great partners are not found over night, the truly great ones have been developed over time through communication, training and support. The hardest part of identifying new channel partners is who do you start with. Instead of going after every channel partner that fits your general demographic, get more specific by creating an Ideal Partner Profile. Example: Gold Partner: Size: >50 employees # of Sales people: 10 # of Technical people: 20 Company Revenue: $20M Certifications: Microsoft, VMware, Symantec, IBM, Vizioncore, ... Looking for Sales Jobs in a Down Economy The economy is in the tank. Not breaking news but it seems to have a very shallow light at the end of the tunnel for any time in the near future. I was working a good job in business development for a channel sales group and little by little the head count was being cut. I should have seen the writing on the wall but I was happy and getting stuff done so I didn’t think I had anything to worry about. Well, I was wrong. At least I can say that ... Perfect Job Interview (video) With the economy in the tank, looking for and finding a job is more difficult than ever. There are many companies hiring but what is going to get you the job and not the person next to you in line? One of the first things a company looks at obviously is your resume. Without a great resume, your chances of getting in the door for an interview is slim to none. There are some great resources online about how to present yourself during a personal interview. The Brazen Careerist has an ... Sales People DO NOT Produce revenue I had an interesting discussion with a man today that owns his own software and services company. He would fit into that midsize area with only 180 employees. With the revenue that he explained to me that they were pulling in, it was pretty clear that the current economy wasn’t doing to much damage to his business (if he was telling the truth). He said something on the call that got me thinking. He was explaining to me that his large sales team produces the revenue for the company. The ... The best professional business case I am kind of a bag whore. I have five laptop bags and briefcases that I switch between throughout the year. I like to get a new one for myself around Christmas. I had to find one that I liked enough to spend money on. Though I like new business cases to carry my laptop and paperwork, I don’t exactly like to spend a lot of money on something I am going to hate in a few weeks. The OGIO bags are great products. One of the guys in my office ... Building a Channel Sales Team Building a Channel Sales team is not an easy job and getting one running is even more difficult. It is not an impossible task though. Many larger companies already have the infrastructure and just need to align them correctly. Smaller companies may need to bring on a few key people to bring the team up to speed quicker. Channel Sales Managers The Channel Sales Manager or CSM is the spearhead of the team. Broken into territories, these are field based sales people that know how to manage key accounts. Besides being a ... Turn Challenging Questions into Sales Make the sales process a collaborative one and you’ll find yourself in the position of trusted advisor instead of just another company trying to make a sale. One of the most difficult and feared situations in selling is getting hit with hard to answer questions early in the sales process. Questions such as: “Why should I buy from you?” and “What makes your product better than your competitor’s?” For most salespeople these questions are an irresistible invitation for what I refer to as the “Presentation Trap,” an open invitation from the ... How to keep people from putting the seat back on airplanes. I’m not an executive of The Big Three. I don not have a private jet to fly me around for business. I need to take commercial airlines just like most people. And like most, I site in the back of the plane. Nothing bothers me more than when some inconsiderate person sitting in the seat in front of me reclines their seat as far as it can go. Effectively deciding that they want to turn the next couple hours of my lisfe into the most uncomfortable flight ever. There are ... [ Back ]

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