Archive for December, 2008

Three Painful Truths for Salespeople

Friday, December 12th, 2008

Painful Truth #1 – Your Customers are Busy
No, I mean really busy. Business executives today are overloaded, overstressed and over-sold-to.
We used to live in a world where business opportunities were in short supply. Today, business executives are bombarded hourly with offers from sales people offering to slash their costs, double their profits, turbo-charge their web [...]

Book Review: Making the Number - How to use Sales Benchmarking to Drive Performance

Sunday, December 7th, 2008

Making the Number is a new book focused on Sales Benchmarking by Greg Alexander, Aaron Bartels and Mike Drapeau. The book sets out a clear methodology for benchmarking sales activities and performance and shows readers what to measure, how to measure it, and how to use this information to improve sales performance.
There’s a lot to [...]

Sales Bloggers Union Site Launches

Saturday, December 6th, 2008

With a surge of undergound anticipation second only to the new Watchmen movie, the Sales Bloggers Union has officially launched.
To quote from the press release:
Every two weeks, eight of the sales community’s most active voices share their thoughts on a particular sales subject. From cold calling to negotiation, learn what to do in any selling [...]

Understand Your Client’s Beliefs to Learn How to Sell More

Wednesday, December 3rd, 2008

I was listening to an audio version of Dave Lakhani’s book Persuasion today and he made a point which really made me sit up and think.
His point was that when persuading - or in our case when selling - it’s critical to understand the underlying beliefs of the person you are trying to persuade.
People tend [...]