Sales Effectiveness

Being an effective sales person is more than just making fancy presentations and cold calling. Becoming a great sales person takes a concerted effort to see beyond initial needs, through strategic follow-up and communication with customers. While it’s possible to eke out a modest living as a sales person by doing just the minimum,...
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Dale Carnegie knew that most people, when trying to win others to their way of thinking, do too much talking themselves. Sales persons, especially, are guilty of this costly error. Let the other person talk him or herself out. He or she knows more about their business and their problems than you do. So...
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Selling is really not selling. Selling is personality. People buy from salespeople they like first, and trust second. Although there are exceptions, no one buys from people they dislike and do not trust. Buy is the key term. Salespeople do not sell anything ever. People have to buy. And they buy on only two...
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In an environment where companies are short-handed and employees are over-worked and overwhelmed, it is even more important to be sure to be organized and on-task with your job duties.  It is important that you approach your job with deliberate planning to prioritize and find the best working environment to encourage productivity and efficiency....
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We all know the popularity of social media networks like Facebook, Twitter, LinkedIn and others. With some 800,000 million people worldwide using just Facebook alone (as of this post) it’s apparently clear that social media is here to stay. However, it’s not just a place to network with friends and family members anymore. Social...
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Not every organization sells solely in the Web 2.0 world. Classic sales still happen every day. Jewelry, automobiles, and refrigerators still are sold in “on the floor” environments, and thousands of sales professionals are doing it.  Success is often a challenge for leadership, management, and the sales teams. It is near the end of...
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Projects rarely move forward and new initiatives are rarely successful if you do not have “buy in” from your team. A great technique to build “buy in” is to help your team better understand why and how the project or initiative can positively effect them. One way to do that is to get your team saying,...
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The formation of business partnerships with a similar business or businesses can be a dynamic and versatile move that complements the products or services of the businesses involved. Regardless of what form a business partnership takes—short term, long term, deeply integrated or something more casual—all have the potential to drive in new business, strengthen existing...
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There is one word in the English language that most people take for granted.  It is such a small word, and yet it means so much.  It has two simple letters, and is an inspiration to many.  That word is”DO.”  Those two simple letters should tell you to get going and get things done. ...
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If you own a business, whether it’s consumer-based or a B2B, you will come into contact with customers of all kinds and, at times, your customer service skills will be put to the test.  Whether you handle irate customers on a regular basis or you only get the once-in-a-blue-moon angry customer, it is important...
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