Share Jill Konrath, author of Selling to Big Companies, has developed a series of 2 minute video tips. There is some great stuff in here. Topics include: Selling to Large Companies: Avoid These Mistakes Sales: Why Big Corporations Need Small Corporations Selling to Large Companies: How to Keep Your Prospects Hot How to Keep Sales [...]
Share It’s the perennial question. It doesn’t matter whether you are selling a $100 widget or telco infrastructure worth tens of millions of dollars. This question will inevitably come up, usually in the first conversation. The people who answer this question immediately experience very little success. You need to establish value and determine the fit before [...]
Share Ari Gold is the infamous, high-powered, workaholic, quick-tempered, talent agent in the TV series Entourage. He is played to absolute perfection by actor Jeremy Piven. The character has a reprehensible dark side which, because it is TV, we can conveniently tune out (our “Why We Don’t Like Ari” list would include the fact that [...]
Share I came across this nifty article on phone selling tips on the Landing the Deal blog. There are three parts to the blog entry, and this one in particular talks about using silence as a way to get the call target to elaborate on their answers. Takes discipline, but I know this to be [...]
Share When I ask most salespeople what time they get to the office, they usually say 8:30 to 9:00. When I ask them what time they start calling on customers and prospects, they usually say, 9:00 or 9:15. The interesting thing about this is that they are all calling at the same time. So the [...]
Share We meet a lot of sales people on behalf of our customers. Closing skills are a key requirement of almost all the sales positions we work on and one of the most fun parts of the interviewing process is seeing how candidates end meetings with us. Since we invited the candidates in to meet [...]
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