Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
John Asher, CEO, Asher Strategies When most elite salespeople meet a new buyer in person, they will follow a simple three-step process: Build rapport by getting the buyer to talk about what they want to talk about. Perform a robust, disciplined needs analysis to understand the buyer’s needs. Offer a solution that is a perfect […]
Master the Art of Listening to Increase Sales Read More »
Ashley Welch and Justin Jones, Founders, Somersault Innovation The Pitch—when we present a solution to a client for consideration—is both an exciting and nerve-wracking time. Many of us rehearse for hours, especially for a big deal. And many more of us make the wise choice of incorporating visual aids with which to engage our prospects. And…we
From PowerPoint to PowerSketch: How Less is More in Successful Sales Pitching Read More »
Could you be confusing that favorite story with an anecdote? Before I mention why it matters, you’re probably wondering why so many blogs and books in the last few years have urged you to learn to tell a great story. Here’s why. Stories make things stick. CEOs, entertainers, professional speakers, trainers, and leaders have learned
Are You SURE You’re Telling a Story? Read More »
Chris Rothstein, CEO & Co-founder, Groove.co My journey to becoming a Silicon Valley-based tech founder wasn’t the typical path. Growing up in a farm town in Minnesota, my exposure to the business world was very different than the operations of Silicon Valley. My father owned a tractor dealership, and he was my prime model for
Bringing a Midwestern approach to software sales in Silicon Valley Read More »
We most often use the term “one hit wonder” to describe music performers who have had a single success. Sometimes these one-hit wonders produced novelty songs such as Jeannie C. Riley’s 1968 number-one hit “Harper Valley PTA.” In spite of the song gracing the charts in the 60s, hardly anyone today would admit to thinking
Consistency: The Antithesis of the “One-Hit Wonder” Read More »
Chip R. Bell Walk into Sewell Lexus in Dallas, Texas. A huge overhead light shaped like an upside-down diamond…bathes the bone-colored tile of the showroom in a soft glow. Offices are done in rich mahogany paneling. Large plants are everywhere, plus colorful fresh flowers. The sitting area has overstuffed leather couches centered on a rich
Leading a Cult-Like Brand Read More »
Gerri Knilans, President, Trade Press Services Cold calling is an outbound marketing effort many consider outdated. In fact, there are countless blogs and articles proclaiming in large type, “cold calling is dead!” However, 90% of Fortune 500 companies consider telemarketing an effective marketing campaign and are still investing in outbound calling programs. So, the question
Is telemarketing dead? Transforming cold calls to conversations. Read More »
Rory J. Clark, Creator and Innovator, Focus Selling It may be called the “summer slump,” but it’s really a revenue slump. It happens every summer. It is the phenomenon called the “summer slump.”While vacations can be fun, it’s also a time of decreased productivity and missing creativity. Inaccurate forecasts and missed revenue targets are the norm. To
Research at the Harvard Business School has shown that Emotional Intelligence (EQ) – the ability to manage our own emotions and connect to the emotions of others – counts for twice as much as IQ and technical skills combined in determining who will be successful in their career and in life. This is true if
Six Behaviors That Will Increase Your Emotional Intelligence Read More »
CEOs typically have their minds made up about most things—social issues, business decisions, social issues. Just ask them. Very few individuals will eagerly invite you to persuade them to take on a new perspective. So if you’re going to get someone to change their behavior, actions, or opinion, you need to do it purposeful. Then
How to Get Your Point Across Persuasively Read More »
