So everyone’s feeling a little fearful these days. A little 2009 Recession Afterburn. Nonetheless, your best clients are on your competition’s target list. They’ve always been there, but you will begin to see some action now, if you haven’t already. What To Do About It I was on a training call yesterday when it came […]
What separates the expert seller from everyone else? Can you really position yourself as an expert in your niche? And what benefits will you derive from that? In this episode, Bryan Neale reviews the many types of sales people so that you can see where you fit. Then he gives some ideas on how you […]
*This is a part of The Whale Hunters’ guest blog series for three weeks on “Fatal Mistakes in B2B Sales and How to Avoid Them.” To read some of the blogs for the series, you can visit: http://blog.thewhalehunters.com/ In this video, Bill Caskey discusses one fatal mistake he notices salespeople do. With his experience as […]
I hear this a lot in business. People want to start in the game for their company…yet their boss keeps them “on the bench.” They may want to get access to the larger account…or make more money…or get more responsibility…or get that promotion. Whatever “starting” means to you is fine. But, it amazes me how […]
Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page. And Bryan […]
In this episode, sales trainer Brooke Green relays a story of how she – the actual sales chick – almost allowed the prospect to drag her off track in a big sales cycle. She’ll share with you sales lessons she learned, how she righted the ship and what she did to get the sales process […]
Loved the watching the Gold Medal game of World Cup soccer yesterday. Really not much of a soccer fan but must admit was glued to the TV for three hours. And, somewhat disappointed by the outcome…..
Interview an expert. That’s right, purchase a $100 piece of equipment that you can record on the phone (or do it by SKYPE…it’s free) And ask them questions about the industry you’re in. Ask them about their vision for the future. Ask them what they see as trends in your business. Then, put it on […]
What are the skills that you will need to excel? Not just survive but excel? You should be doing this exercise once a year because skills change. It used to be that sales people did not need to know how to write, so copywriting skills were optional. Not anymore. What other skills are required for […]