Tag: Sales
Molible Payments
Square, the upstart mobile payments company headed by Twitter co-founder Jack Dorsey, was in the headlines again recently when Starbucks announced that it would use the company’s technology to process all of its debit and credit card payments, and that it was investing $25 million in its new business partner. While this particular bit of [...]
Posted by Gregg Schoenberg on Tuesday, April 16th, 2013Posted in Sales
Tags: Sales
Using Marketing Automation Software to Streamline Your Sales Process
Not all sales prospects are alike: They’ll each respond best to a personalized message that acknowledges their specific needs, and fits with where they currently are in the sales cycle, whether that means educating them about your industry or giving them hands-on demonstrations of your solution. However, if you’re dealing with a large volume of [...]
Posted by Kathryn Hawkins on Tuesday, January 8th, 2013Posted in Sales
Tags: Marketing, Sales
How to Perfect Your Elevator Pitch
If you’re like most entrepreneurs you enjoy talking to others about your business, and can speak at great length about all of the wonderful things that your company does. It’s probably easy for you to spend hours talking about how your new product is going to revolutionize your industry the way that Apple revolutionized the [...]
Posted by Gregg Schoenberg on Tuesday, March 20th, 2012Posted in Sales
Tags: Marketing, Sales
Are Trade Shows Worth the Expense?
Tips on Forecasting a Trade Show’s Value to Your Company: If your business is involved in an industry in which trade shows are an important means of connecting with customers, then you have probably taken part in these events in the past and/or are considering doing so in the future. Whether you are a trade [...]
Posted by Gregg Schoenberg on Tuesday, March 13th, 2012Posted in Q&A, Sales
Tags: Question and Answer, Sales
Just Show Me A Sign
As a business owner in an era in which email and social media have become the primary means for communicating with many customers, it can be easy to forget about an older medium for promoting your company, the corporate sign. A well-designed and appropriately placed sign advertises your business twenty-four hours a day to any [...]
Posted by Gregg Schoenberg on Wednesday, February 8th, 2012Posted in Sales
Tags: Sales
Changing Behavior For Sales Performance Part IV
Putting It All Together In the last three installments of this series, we have endeavored to build a case that our beliefs must be in congruence with our ethics and values in order to reach our full potential as sales people. Beliefs drive behaviors and behaviors drive results. So, if you can’t learn these principles [...]
Posted by Tom Caso on Wednesday, November 30th, 2011Posted in 101, Sales
Tags: 101, Sales
Changing Behavior For Sales Performance Part III
Hidden determinants That Effect Sales Productivity So far we have made a case for the fact that most so called sales training does not work because it is either solely a cognitive exercise to gain knowledge about selling or, worse yet, an emotional pep rally that wears off at the first sign of adversity. Neither [...]
Posted by Tom Caso on Tuesday, November 8th, 2011Posted in 101, Sales
Tags: 101, Sales
Changing Behavior For Sales Performance Part II
The Man Behind the Curtain – the place where beliefs reside “Pay no attention to that man behind the curtain.” Virtually anyone who is familiar with American film culture recognizes that famous line as coming from The Wizard of OZ. Regardless of whether we recognize it or not, we all have a “man behind the [...]
Posted by Tom Caso on Wednesday, September 7th, 2011Posted in Sales
Tags: 101, Sales
Changing Behavior for Sales Performance
Part I: Training Vs. Education Have you ever invested in your sales people by sending them to expensive seminars where they are immersed in high-energy exercises and emotional atmospherics designed to convince them they can sell at a higher level — only to find out after about three weeks that they‘ve retained almost nothing from [...]
Posted by Tom Caso on Monday, July 25th, 2011Posted in 101, Sales
Tags: 101, Sales
The Straightforward Sales Approach
What makes a good salesperson? Some would say persistence or tenacity – a person who never gives up. Many would say that great customer service and follow-up make for a more successful approach. When I consider this question, I look back on almost 25 years of my sales experience and the same principle I learned [...]
Posted by David Zeigler on Thursday, January 20th, 2011Posted in Essays
Tags: Sales
Customer Service and The Golden Rule
“Treat others as you want to be treated.” Many will recognize this quote immediately as The Golden Rule. There is some debate as to who is credited for this fundamental moral statement; but most agree that it originated in the Old Testament, was also recorded by Confucius and expressed by Jesus. My intention; however is [...]
Posted by David Zeigler on Thursday, July 16th, 2009Posted in Essays
Tags: Business Tips, Sales
Book Review: The Anatomy of Persuasion
Within the last few weeks, several friends and close acquaintances have had the misfortune of losing their jobs. All these guys happen to be in sales: software and automobiles. They are all really great guys and are all very good at making you comfortable with them; regular ‘Joe Six-pack’ kinda guys. As salesmen though, they [...]
Posted by Jake Cornelius on Friday, June 26th, 2009Posted in Books of Interest
Tags: Book, Book review, Communication, Sales
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