Sales/Marketing

• The Secret to Getting Busy Executives To Take your Phone Call. by Dan Waldschmidt
  You’ve been there before. The phone rings — breaking you out of your concentration. You’ve been focused on a complex task. Trying to solve a problem that has stumped you for hours. As the phone rings a second time, your hand moves from your mouse to the edge of the phone, ready to pick up the handset. Your eyes glance at the name showing on the screen. You pause for a second. As the ph
• Why You Can't Grow Your Business Revenue. by Dan Waldschmidt
  There is nothing more frustrating as a business leader then to focus all of your efforts on revenue growth only to see your hard work have little impact on the top line.  It’s a kick in the gut. Over the last half decade of business, we’ve been introduced to a wide number of new business tactics to help us achieve revenue growth. Social media. E-mail marketing. Online webinars. Demand genera
• How to Lose a Sale in 10 Easy Steps by Les Lent
  Losing a sale isn’t nearly as simple as one might think. If it was, everyone would be losing sales and I’m pretty sure that’s not the case. Here are the 10 most effective ways to ensure making no sales and a short career. 1. Don’t Prepare Let’s face it, doing homework is hard. Besides, the more time you save not preparing the more time you’ll have to burn through valuable leads. 2. “
• The Longest Time in a Sales Managers Life... by Les Lent
  It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many reasons; you hired the wrong person, you didn’t train them properly, there isn’t a clearly defined sales process, they weren’t a good fit, and so on. More often than not, sale
• Sales Productivity by Bryan Fass
  I just consulted with a company with a global sales force. We discussed the need for wellness as a tool to improve sales productivity.  Sales productivity through nutrition, sleep, stress management and lack of pain.  Many sales professionals aka. road warriors, suffer from low back pain and pain is a significant distraction.  By learning 5 simple "tricks" your sales team will be more productive,
• Transparency & Candor (Sales Tip) by Devin Hughes
  Be prepared to have difficult conversations early in the sales process. You are probably wondering what that looks like per se. It is actually a simple thing. Let them know why you are there and what you hope to accomplish. It sounds rather obvious, I know. Trust me, many sales people refrain from doing this routinely. We assume the customer understands our intentions and objectives. In th
• A lesson learned selling Girl Scout Cookies by Devin Hughes
  For many of us, we cut our teeth by making cold calls, not much different from selling Girl Scout cookies. It’s a reminder of what it often feels like to sell a product, concept, idea and brand.
• Is a dependency on external motivation stopping you from reaching your full potential? by Greg Herder
  Look internally for your motivation, and you will be much better off. You will find the strength inside to push yourself harder than any boss, coach or friend ever could.
• Neuroplasticity and Sales (The Power of Habits on Productivity) by Greg Herder
  By Greg Herder, CEO Hobbs/Herder Advertising We keep hearing that the market has changed and that we need to change with it, but most salespeople seem to be caught doing the same old things.  Yes our prospects are on Facebook, but salespeople are simply posting the same old things about their products and services that they say in person.  The problem is that they simply don’t understand the Fa
• Selling to Sociopaths. by Dan Waldschmidt
  Inside of each sales person is an unquenchable thirst to win. It's almost indescribable the raw gut-wrenching aversion we have to losing.  We can't stand the thought that we might not be able to evangelize our story to every last person in our target market. And so we make the mistake of selling to everybody. It's brute-force sales tactics. And sometimes that attitude gets you deals that
• Time to Bring it Home by Dion Harding
  Just last Saturday some friends were discussing world issues and everyone agreed that life in America has not been the same since 9/11.  During the media coverage of 9/11, a reporter said that New York was the epicenter of America’s financial heart and they struck us in the heart.  Our citizens ran for cover and feared traveling, venturing out and buying.  These events contributed to a downward sp
• Win the Superbowl of Sales by Dion Harding
  As I sit watching the Academy Awards with my family, I can not help but think, February should be the most motivating month of the year.  Although February is short on days it is long on inspiration.  Regardless of your personal preferences, there is inspiration for everyone.  February is filled with inspirational celebrations of success with the Oscars, Grammys, and Super Bowl, all while the enti
• You Could Learn a Lot from a Dummy by Dion Harding
  When General Motors drove into financial trouble, people had several choice words for the company including dumb. After much to do, GM has climbed out of bankruptcy; posted an annual profit, and paid back a significant amount of money it owes the government.  The company is hiring again and facilitated a successful initial public offering.  Another sign of General Motors resurgence is that it will

• The Secret to Getting Busy Executives To Take your Phone Call. Dan Waldschmidt         posted in: Sales/Marketing
  You’ve been there before. The phone rings — breaking you out of your concentration. You’ve been focused on a complex task. Trying to solve a problem that has stumped you for hours. As the phone rings a second time, your hand moves from your mouse to the edge of the phone, ready to pick up the handset. Your eyes glance at the name showing on the screen. You p...
• Why You Can’t Grow Your Business Revenue. Dan Waldschmidt         posted in: Sales/Marketing
  There is nothing more frustrating as a business leader then to focus all of your efforts on revenue growth only to see your hard work have little impact on the top line.  It’s a kick in the gut. Over the last half decade of business, we’ve been introduced to a wide number of new business tactics to help us achieve revenue growth. Social media. E-mail marketing. Online w...
• How to Lose a Sale in 10 Easy Steps Les Lent         posted in: Sales/Marketing
  Losing a sale isn’t nearly as simple as one might think. If it was, everyone would be losing sales and I’m pretty sure that’s not the case. Here are the 10 most effective ways to ensure making no sales and a short career. 1. Don’t Prepare Let’s face it, doing homework is hard. Besides, the more time you save not preparing the more time you’ll...
• The Longest Time in a Sales Managers Life… Les Lent         posted in: Sales/Marketing
  It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many reasons; you hired the wrong person, you didn’t train them properly, there isn’t a clearly defined sales process, they weren’t a good fit, and so on. M...
• Sales Productivity Bryan Fass         posted in: Sales/Marketing
  I just consulted with a company with a global sales force. We discussed the need for wellness as a tool to improve sales productivity.  Sales productivity through nutrition, sleep, stress management and lack of pain.  Many sales professionals aka. road warriors, suffer from low back pain and pain is a significant distraction.  By learning 5 simple "tricks" your sales team will be more produc...
• Transparency & Candor (Sales Tip) Devin Hughes         posted in: Sales/Marketing
  Be prepared to have difficult conversations early in the sales process. You are probably wondering what that looks like per se. It is actually a simple thing. Let them know why you are there and what you hope to accomplish. It sounds rather obvious, I know. Trust me, many sales people refrain from doing this routinely. We assume the customer understands our intentions and objectives. In th...
• A lesson learned selling Girl Scout Cookies Devin Hughes         posted in: Sales/Marketing
  A few months ago, I had the good fortune of spending 3 hours with my eight-year-old daughter at the local mall.  This trip was different because our mission was to sell Girl Scout cookies. I have sold many things in my life but never Girl Scout cookies.  What happens before we arri...
• Is a dependency on external motivation stopping you from reaching your full potential? Greg Herder         posted in: Business
  One of the after effects of the industrial age is the reliance that many people have on external motivation. We even teach it to our kids: I will pay you to clean your room. When, what we should be teaching them is: We clean our room because it is a reflection of the people that we are. In today’s economic system, relying on external rewards is becoming much less useful. Yet, I see ...
• Neuroplasticity and Sales (The Power of Habits on Productivity) Greg Herder         posted in: Sales/Marketing
  By Greg Herder, CEO Hobbs/Herder Advertising We keep hearing that the market has changed and that we need to change with it, but most salespeople seem to be caught doing the same old things.  Yes our prospects are on Facebook, but salespeople are simply posting the same old things about their products and services that they say in person.  The problem is that they simply don’t un...
• Selling to Sociopaths. Dan Waldschmidt         posted in: Sales/Marketing
  Inside of each sales person is an unquenchable thirst to win. It's almost indescribable the raw gut-wrenching aversion we have to losing.  We can't stand the thought that we might not be able to evangelize our story to every last person in our target market. And so we make the mistake of selling to everybody. It's brute-force sales tactics. And sometimes that a...

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