Calling On The CEO. I Know I Need To. But How?
“Nothing is more annoying than one who thinks they have the answers before they ask the questions.”
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Are You Looking At Your Team As An Asset?
Here is the definition of an asset: “An asset is a resource controlled by the enterprise as a result of past events and from which future economic benefits are expected to flow to the enterprise.” Your Sales Force Could Be a Killer Asset We have been teaching for years that your sales force is a […]
What Happens When There Is No Bright Light?
“When you have no long range goal – or vision – you get quite distracted by life’s choices. And when you make a wrong choice, it can screw you up.”
Feeling Down? Think Zerbin Singleton.
I was watching the Navy-Notre Dame football game last week and heard an unbelievable story about the Navy running back, Zerbin Singleton. His story brought tears to my eyes – tears of grace and hopefulness. The short version is that his mom was incarcerated for drug abuse and other things when he was young. After […]
The $50 Million Deal
Value is the relief that your prospect feels when you can find and solve a pain they have.
Protected: Welcome Kemper Team!
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You Might Be Calling on Someone Who Hates Their Job. What Should Your Sales Strategy Be?
This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.” Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL. Every sales company on the planet should read this report in it’s entirety. Why? According to the Walker Report, there’s […]
Is the China Import Problem Really a Sales Problem?
[This subject is covered in depth on our podcast at http://billcaskey.podshowcreator.com/podcasts.aspx?feedid=106 It’s about 15 minutes but it applies to you who compete against ANY low price competitor – not just offshore.] ====================================================================== My friends tell me I take selling way too seriously. And that I break every problem down to a sales or communication issue. […]
Salesperson Stereotypes and How to Avoid Them
by Bryan Neale If you’re reading this, you’re likely a salesperson or thinking of becoming one. What you may not realize is that you probably scream “SALESPERSON” when you simply enter a prospect’s office without even knowing it. I find many salespeople, including the most seasoned professionals, do things to perpetuate the stereotypical salesperson. So […]