sales process

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Original Technorati articles tagged “sales process”

• in Guru
  Market to Every Step of a Customer's Journey
  Tips on how your marketing initiatives will lead to lead and sales generation
  by stretchyourself / on Mar 10, 2010

Latest blogosphere posts tagged “sales process”

 

• You Do It Now – They Can Talk Later – Sales eXchange 201

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show.  We look at the potential fallacies in long term predictions, this on the heels of a piece I did for the Globe and Mail Report on Small Business , regarding the need for ...
  5 days ago

• Things You Can’t Fix

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca There is a lot of pressure on sales people, from customers, prospects, managers, and self-imposed pressure. The last thing sellers should do is add to that, but they do, every day, and in the most unnecessary ways. One way is focusing on things out ...
  2 weeks ago

• It Is Personal

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca One questionable piece of advice sellers are given is not to take “things personally”. While I understand the sentiment behind it, encouraging sellers to not go down a dark hole, there is something wrong with telling professional sales people, in ...
  2 weeks ago

• Sales Are Probably Down If You’re Doing These 3 Things

  
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  Today is not business as usual. Many markets are still flat. Are you holding your breath and hoping? This is not the right strategy. What is left to do? You have reviewed each and every expense line; renegotiated with suppliers and your bank; cut back where you can; and generally focused inwardly. The highest impact ...
  2 weeks ago

• What’s A Better Seller? – Sales eXchange 199

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday I had the pleasure of discussing sales and selling with Charles Adler , Canada’s Boss of Talk .  Charles had read my piece in the Globe and Mail on the difference between a blue-collar approach to selling and the white-collar ...
  2 weeks ago

• The Happiness Sales Edge: The Research (Part 3)

  
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  As we continue our thoughts on some of the research behind the relationship between happiness and sales, we are advised to consider the interesting world of “mirror neurons,” and how they radically affect a prospect’s reaction to our pitch.  Research involving mirror neurons provides a glimpse into the powerful ...
  2 weeks ago

• New Perspectives On Sales Success – Research From RAIN Group

  
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  Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.
  3 weeks ago

• Can Technology Undermine Trust?

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Had an interesting discussion with a rep Jim, last week around the area of trust. He works for smaller company, they use various technologies to help them with lead gen and nurturing. Two specific apps enable him to track who has opened his e-mails, and ...
  3 weeks ago

• A Reactive and Bad Way to Deal with Objections (#video)

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be.  Often, prospects’ questions at critical points in the sale ...
  3 weeks ago

• Time To Grow Up – Sales eXchange 198

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca When my kids were young and they would wish for something not real, or as a way to avoid a task, like “I wish I didn’t have to clean my room”, “I wish I could grow up to be a princess”, their grandmother always responded by saying “If wishes ...
  3 weeks ago

• IBM’s Rometty Gets Blunt With Workers

  
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  The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It seemed a little ironic to me that Ms. Rometty ...
  3 weeks ago

• What if you could defeat the Status Quo

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca All this week I have posted clips from a recent interview with Ago Cluytens , for his Coaching Masters Series .  We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo.  Being the weekend, I ...
  4 weeks ago

• 2% of sales occur at the first meeting; the other 98% will only happen once a certain level of trust has been established: FOLLOW UP!

  
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  “2% of sales occur at the first meeting; the other 98% will only happen once a certain level of trust has been established“. There has never been a better reason for follow up than that quote from Robert Clays research. People in business often hope and expect to do business the first time they meet a prospect. ...
  4 weeks ago

• Emotion + Risk in Getting Buyers to React and Act! (#video)

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Today I feature the third excerpt from my discussion with Ago Cluytens , for one his Coaching Masters Series interviews.  Today we look at the roles played risk and emotion in getting buyers to not only react, but act. In Monday’s clip , I talked ...
  4 weeks ago

• The Questions You Ask Yourself

  
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  What questions are you asking yourself? Solving problems may seem like a skill set around rolling your sleeves up and getting to work on a solution. That is the bullish approach that seems straightforward. However, it is not necessarily effective. I have found that the problem is less about working hard to solve ...
  4 weeks ago

• Happy Is Cool Merchandise For Sale AND Free Books!

  
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  Friends, I am pleased to announce that today we have begun offering for sale Happy Is Cool merchandise on the Intense Coaching and Consulting Worldwide website .  As you may know, the title of my forthcoming book on happiness is Happy Is Cool: Coaching Keys to the Cool New Happy You . On the ICCW website , you ...
  4 weeks ago

• Be Provocative in Demonstrating Results (#video)

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Monday I shared a clip from a discussion with Ago Cluytens , for one his Coaching Masters Series .  Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers. The challenge many of in sales face is ...
  4 weeks ago

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