Share Some trivia – the concept of a Unique Selling Point (USP) originated in the 1940′s and was a technique used in advertising campaigns that were widely successful in increasing sales of a product. A USP is intended to outline your most unique advantage over your competitors in a simple statement that a potential buyer [...]
Share We, like many others, claim that selling is both an art and a science. How so? When many people describe sales as an art, they imagine sales people shmoozing to develop social relationships that result in business (yeah, we wish!). For me, when I think of the ‘art’ in sales, I think of paintings [...]
Share I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering. A sales person has to be extremely enthusiastic about [...]
Share “Our choice of people to associate with, both personally and business-wise, is one of the most important choices you make. If you associate with turkeys, you will never fly with the eagles.” Brian Tracy When I was younger I noticed that you regardless of how strong your character or convictions are, over time you [...]
Share This post comes from our friend Peggy McKee, the Medical Sales Recruiter. She has recently started a podcast series, with some excellent content. Here is her post with an embedded podcast on the power of networking. Enjoy! Today’s podcast will teach you how to network. Networking is critically important in the business world–and in [...]
Share Selling Power has an interesting take on the traits of top performing sales professionals: Skills and Abilities – ability to analyze customer needs and qualifying, manage a sales process, and influence a close. Motivational Factors - ability to handle adversity, perserverence, independence, and ability to work in an unstructured environment. Cultural Fit – ability [...]
Share I remember when I first heard about Blackberry maker, Research in Motion. My friend, former journalist Mark Evans, was writing for the Financial Post in those days, and he said he had his eye on an interesting little company in Waterloo that looked poised to go places. I believe I shrugged it off at [...]
Share The old saying goes that if you harm another, by word or by action, the same will somehow eventually happen to you. Does the universe somehow keep score, reward honest behavior and settle debts? Who knows, but it is uncanny how most successful business people have great integrity and a strong moral compass. It [...]
Share Rick Spence had an excellent post on not allowing negative self-talk to get in the way of a sale. It reminds me of one of my favorite sayings about sales: “you don’t get what you deserve; you get what you negotiate.” If you let yourself be swayed by negative thoughts, negative inner talk, you [...]
Share The best sales reps are competitive. For top salespeople, winning is a serious business, and money is a great way to keep score. How do you screen for competitiveness? Sure you can ask whether someone is competitive, but most people understand what the recruiter or hiring manager is getting at, and will answer in the [...]
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