Companies and salespeople alike often look at KPI’s in too much depth. It’s a little like baseball stats: “He hits doubles on sunny days where the temperature is between 62 and 86 degrees when the wind is out of the east against left handed pitchers.” If you keep your KPI’s simple, it’s easy to not only know what...
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Mark Hunter has a great article today about Cold Calling. http://thesaleshunter.com/its-only-cold-calling-if-you-think-its-cold-calling/ Here is the skinny: Don’t make “random” phone calls – Have a plan, have a reason to be calling. Have some unique benefits that you can talk about – If you...
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The US Army teaches not only to lead by example but to lead from the front. This literally means “leading the way” in a training or combat scenario. Doing this gives you firsthand insight on what is happening in the field and your troops respect you for getting down and dirty with them. Coaching a sales team is no...
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Sales Rep: Hi this is John from XYZ company and i would like to speak to the person charged with making decisions for (Insert whatever product you are trying to sell). Continue ad infinitum, rinse, and repeat continuously until you bang your head against the wall and it becomes bloody. This is basically the way the sales people...
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In sales there are basically two types of cycles you experience in the realm of deal making: Short Cycle – generally where you sell smaller “ticket items” or less expensive products and the decision can be made fairly quickly. Long Cycle – is basically the direct inverse of the short cycle… Larger,...
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Companies that use traditional advertising media like radio and TV still need online advertising. Why? Because more and more individuals, especially those ranging from the ages of 18 to 35, use the Internet to obtain their news, financial, and business services. According to Bazaarvoice, an online marketing research firm, almost...
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Tonight I was out with an old sales buddy of mine. We had some drinks and talked about old times. As sales guys often do, we started talking about success and how to achieve it. As we fought back and forth with the ideology of it all we stumbled upon the idea of a common denominator for success in the arena of sales. This is not the...
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Everyone, I mean everyone is swirling around in this frenzy we call “Social.” It is the current catch phrase of the moment and the buzz word of the year. While lots of us are caught up in the excitement of it all, there are still a great many out there who do not fully understand the potential of this...
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