We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Shaye Smith, on May 25, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Demrie Henry, on May 24, 2018
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Have you ever felt like taking a “Wild Wild West” approach to securing your first appointment? Think about it… if only it were appropriate to ‘lasso’ your prospect, ‘tie him down’ and force him to stay engaged so that you may cordially introduce yourself, establish credibility and politely present your value proposition. Honestly, if you could just get his undivided attention for 5-minutes… you know he’ll like you, and you know he’ll be intrigued and perhaps even excited or anxious to learn more, right?
Personally, I have indeed toyed with the idea (more than once) of taking the Wild Wild West approach to securing that first appointment. Fortunately wisdom intervened, because I’m certain I would have been greatly misunderstood and most likely thrown in jail if I had decided to draw from my Texas ancestor’s tactics and put those thoughts into action! Needless to say, my understanding of acceptable social behavior and, well… modern law kept me from utilizing an Outlaw Josey Wales sales approach.
Matt Sunshine, on May 21, 2018
This post was originally published on Hubspot.
Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.
Shaye Smith, on May 18, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Shaye Smith, on May 16, 2018
Recently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength. I also received an email from a potential candidate for a freelance writer that included major grammatical mistakes... WHAT!?
Shaye Smith, on May 11, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Tirzah Thornburg, on May 9, 2018
You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Shaye Smith, on May 4, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."
Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.
Demrie Henry, on May 3, 2018
Prospecting for new business is vital to the sustainability and growth of almost every business, especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.
Trey Morris, on May 2, 2018
I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...
