How to guarantee that you’ll get the sales meeting

There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and automated / online repeat order situations,…

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Sales Management Metrics: Prospecting

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

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Not prospecting – a key driver of sales failure! Make the time to do it!!

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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The “I don’t have time” objection – in the mirror

When you are prospecting, some objections are predictable. “I don’t have time…” is one of them. The funny thing about this objection is how often I hear it from SALESPEOPLE with respect to finding time to do prospecting work. Lets not sugar coat this… It is a load of BS!! I usually hear the objection…

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Social Media – Show me the money!?!

If you spend enough time on LinkedIn (maybe five minutes or more) you will run across a question or a group discussion that asks the question: Can you really make any money using social media sites like FaceBook, LinkedIn, Twitter, etc. On the surface, it doesn’t seem like a bad question. Before investing a lot…

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Running out of connections

One of the objections that I face in my work as a sales consultant here in Hungary is very different from what I am used to in my home country of America.  Hungary, and the CEE region in general, seems to be more connections driven than the USA, where I got my start in professional…

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This week, you’ll find me elsewhere!

As you regular readers know, I worked a major international trade show the other week – so of course I am swamped with work now! Yup – the problem with being successful in sales is that you create work for your yourself. If you are really successful, you create work for your whole company. The…

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Blog topic – On Choices and Quality versus Quantity

I have a friend who has a very different way of approaching the art of ordering at a restaurant than I do. When the menu is large, and filled with great choices, she struggles and suffers with the dilemma of quantity versus quality with respect to her potential meal choices. While recently working as a…

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The Scarcity Mentality

Imagine that you were stranded on a desert island with one person of the opposite sex, more or less attractive, more or less compatible with you, more or less your type. You formed a romantic relationship over time (maybe more, maybe less – go with it – not the main point here…..). In this case,…

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Prospecting series – The bane of the cold call

Many subjects in sales elicit a strong, emotional, binary response from salespeople; none more so than the question of cold calling. Some people swear by them, to this day.  Others declare them dead, obsolete, etc.  How can both of these be right? Like most things in life, “is that good” is too simple of a…

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