Sales Tips From Mark Hunter
Sales Training Tip #323: Your Reputation Counts
Your reputation does count. This is true always and maybe even more so when you prospect. What are you doing to ensure your name and reputation precede you when prospecting? This is one of the reasons I say you have to monitor your social media very carefully. When...
Sales Motivation: Is Prospecting Your Number One Challenge?
Are prospecting and keeping your pipeline full the toughest parts of your job? If so, you are not alone. I recently conducted a survey of salespeople and found about half of the respondents cited keeping their pipeline full as their top sales challenge. If you have...
Is “Over Thinking” Killing Your Sales Motivation?
I love to think and I place very high value on my level of sales motivation. At times, though, my thinking and my sales motivation are on a collision course, and often it’s the sales motivation that takes a hit. I saw this first hand recently in a phone call I had...
Add On Sales by Ed Rigsbee
Below is a guest post by Ed Rigsbee, a certified speaking professional who travels internationally to deliver keynote presentations and workshops. You can find out more at www.Rigsbee.com. There is a reason why McDonald’s enjoyed total revenues of $23.5 billion in...
Sales Motivation: Are Sales Meetings Sucking Life Out of You?
Sales meetings are too often an absolute waste of time and resources, because they wind up being nothing more than an update on the state of the business. This is interesting, because the vast majority of sales managers think their sales meetings are motivational...
Sales Training Tip 322: What is NOT driven by price?
Value propositions are not driven by price. I hear the point all the time from new salespeople or from people who don’t necessarily live the sales role 100% of the time -- they claim the word “value” means low price. This is not the case at all, and I cringe each time...
Tough Customer Destroying Your Sales Motivation?
Your sales motivation is most at risk -- and most needed -- when you’re dealing with the really tough customer. Don’t let the tough customer take away your sales motivation. In fact, use the tough customer to help you build it. One way to do this is to break the sales...
Sales Motivation: Bonus System Not Fair?
This time of year, many salespeople are receiving their bonus checks for 2009. So what are a lot of salespeople doing? Complaining about how their company failed to do this or failed to do that and how it wound up hurting their bonus. Salespeople are always quick to...
Phone Sales Tips: Who Cares About the Weather
I’m tired of listening to salespeople who call me asking if I’m freezing. Using a question about the weather to start a conversation with somebody you don’t know is pretty lame. Not only is it lame for somebody who lives in Nebraska, but it also gets pretty old....
Sales Training Tip #321: Fire Any Customers Lately?
You will always have 10% of your customers who are not profitable. No matter how much you think you need their business, they're hurting your top-line and bottom-line. Save yourself some money and gain some time by firing them. Whenever I mention this to people, they...
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