Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He’s a friend of ours who has been on our podcast, The Advanced Selling Podcast. Here’s the link: http://www.nytimes.com/2006/08/20/jobs/20advi.html?_r=1&oref=slogin. While not a big fan of Times political stance, I do admit I get Sunday version and Kevin’s input was well done. His comment […]
I’m a bit crazy these days. I think this business is doing it to me. Why, you ask? I have this philosophy–call it spiritual or call it practical–but the foundation of the philosophy is that the Universe guarantees the potential for our profound success—just for showing up. Here’s the story. I was at my pool […]
Question From Blog Reader: I’m assuming that you mean: “how do I start the process so that I can control it all the way through?” That’s a better question. In this post, I give you several components of how to handle the very first call.
I had a revelation this week that has led me to think about an old “sales 101” rule in a completely different light. If you’ve been a salesperson for longer than 10 minutes, you certainly know rule #1 is to always talk to the decision maker. “Get past the gatekeeper….find the decision maker….” You’ve heard […]
I was watching a sales training infomercial at 5:30 AM yesterday and have to share. First, I must commend the author for recognizing the need for sales training to be part of the ever-growing infomercial programming found on cable TV and local access channels. With all of the get-rich-no-money-down-don’t-have-to-sell-anything-systems floating around your boob tube in […]
Never-before-offered-collection of the highest insights to change your thinking about what it means to sell in this decade. These come from a 20-year history of training, consulting, and coaching some of America’s top sales teams. (Value: $49) [display_podcast]
A one-hour teleseminar recording with the answers to the most pressing sales problems of 2008. Bill Caskey walks you through the scenarios that do the most damage to your sales process and your income. The research came from a national poll of sales people. (Value: $79)
A 90-minute teleseminar recording on what really happens in an economic slowdown when buyers are reluctant to make a move. If you’re in B2B sales, you will learn new ways to think about your market, your value and yourself during the slowdown. (Value: $79) [display_podcast]
We really waste a lot of energy sometimes, don’t we? In a profession that relies on our mind to do the heavy lifting, we certainly fail to think about things in the right way. One example of that is “who we see as the enemy.
