Mike Anderson, on July 25, 2012
One of the industry newsletters I subscribe to comes from FICO (Fair Isaac Corporation), whose work is centered on lending and banking analytics. A recent issue warned against operational negation. That is, behavioral contradictions which can send the customer conflicting signals.
Jim Hopes, on July 9, 2012
I recently talked with a person in senior leadership who told me his company hired a salesperson six months ago who took an $80,000 pay cut to come to work for them. She left an obviously lucrative sales job in a bigger company because, despite her level of achievement and huge revenue contribution, she felt no appreciation for her accomplishments and, was being forced into a rigid sales structure totally foreign to what made her successful.
Kurt Sima, on July 5, 2012
Even the best sellers have some level of call reluctance—the fear of having a conversation with a new business prospect or an existing client. Call reluctance can occur in the following situations:
Mike Anderson, on June 29, 2012
You should. Because five year-olds have an answer for everything:
Matt Sunshine, on June 28, 2012
The 99th Tour de France cycling race begins in just a few days. The Tour de France is arguably one of the toughest endurance contests that exists today. The quick facts: it includes 21 days of racing over a 23 day period of time, and it will cover 2100 miles with some of the most amazing uphill climbs on the planet. Twenty two teams, each with nine riders, will start the race with the plan to come out victorious. If the Tour were all about business, you could easily equate the winning of the Tour de France to that of closing a mega target account at mega key account level. So, let's look a few of the sales strategies we can take away from the Tour de France.
Kimberly Peek, on June 27, 2012
The belly flop… a dive with great potential that… well… flops. It’s the perfect metaphor for all the things that can go wrong after the sale. Over the last few months, I’ve watched too many big ideas fail—and not because the ideas were weak. These projects were brilliant, and they could have produced a nice profit. As a consumer, number one fan, and a marketer, I’m frustrated that these ideas fell flat before they ever had a chance to take off. I’m sure you’re wondering… if the concepts were so stellar, what went wrong? Two words: poor planning.
John Henley, on June 25, 2012
When we have success in any area of life—from making a big sale to raising a child with great character—we will find clues that led to that success if we look backwards. It’s easy (especially in 2012) to be moving so fast we don’t stop and look at the clues. I encourage you to stop down sometime in the next few days and look back at one of your recent successful sales and look for the clues that were most important in that success. Then look forward, and apply those lessons on your most promising current Target Account.
Jim Hopes, on June 22, 2012
While there is no tactic as valuable as a good strategy, there are times when—despite your artful and strategic approach to securing an appointment—a handy little tactic like NERO can keep the process moving forward.
Demrie Henry, on June 20, 2012
Nobody really likes to fail! But the reality is, every salesperson has experienced some kind of failure at some point in their career… it’s inevitable! The great ones consider these experiences equivalent to an Ivy League education. Instead of allowing the negativity to devour them, they learn, overcome and move forward—quickly!
Tina Rice, on June 15, 2012
My husband and I have been doing some home improvement projects in our backyard. We relocated a pencil cactus, planted in a dry, arid location by the previous homeowner, to make room for a deck. But, unlike the other plants in the castaway pile, this one didn’t turn brown and crispy. It laid on its side for more than a week, roots exposed, looking as green and hearty as it ever had. For those of you without a green thumb, this story is about more than gardening, so stick with me...
