Archive for April, 2010
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Apr 26, 2010
No CommentsWeekly SHV Twitter Updates for 2010-04-26
Product knowledge used at the wrong time can be intimidating. Sandler Works! RT @SandlerTraining: RT @SandlerMilton #Sandler rule #24 # Succeed in #Sales Always Be Advancing http://bit.ly/9qK56C | #sales #b2b #marketing – RT @Renbor: RT @iannarino – ABA is the new ABC! # Before you agree to a discount ask for something in exchange such...
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Apr 19, 2010
No CommentsWeekly SHV Twitter Updates for 2010-04-19
Perhaps what we need in sales is a little Punk, thanks Malcolm! #sales #B2B http://bit.ly/bcVSuG – RT @Renbor # There’s only one way to rock (it’s called Continuous Improvement)! http://bit.ly/aVeUMi # 10 Reasons You Need Competitive Intelligence Now http://bit.ly/94lDBC #sales RT @billrice # 6 Ways to Become the…Voice of Your Industry and Niche – Start...
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Apr 13, 2010
No CommentsThere’s only one way to rock (it’s Continuous Improvement)!
I was reading this excellent post the other day from Todd Youngblood, “Too Many Sales People Are Wimps”, and it really drives home well a concept that is essential for sales and business success: You must be completely committed to Continuous Improvement! So what does this really mean and how is it achieved? 1. 100%...
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Apr 12, 2010
No CommentsWeekly SHV Twitter Updates for 2010-04-12
How to Stop Giving Quotes, Quit Giving Estimates, and Start Making Sales. – http://bit.ly/9kFZSi – RT @TheSalesLion # 5 Things Depeche Mode Can Teach You About Effective Online Marketing http://bit.ly/bB1IJ3 via @CopyBlogger – RT @SalesBlogcast # Fear, Failure & What You Want For You: We let fear control too much of our lives…http://bit.ly/9tbujl via @DanWaldo...
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Apr 11, 2010
No CommentsYou are the product manager!
I talked through a recent deal with a buddy where he faced a tough competitor – actually a stronger company and product. The details do not matter too much – he basically found out during the sales process that the other guy had a distinct advantage. The trick here was that there was not one...
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Apr 05, 2010
No CommentsWeekly SHV Twitter Updates for 2010-04-05
The key difference between a feeble question and a powerful one: the latter forces your prospect to think. RT @FearlessSelling # RT @SalesBlogcast: The Secret Life of Testimonials (Part 1) http://bit.ly/buIDok via @CopyBlogger # Sales Effectiveness is Execution of the Fundamentals http://bit.ly/bidmuq | #sales #salestip #b2b #success – RT @iannarino: # The business norm is...
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Apr 05, 2010
No CommentsDemo the solution – not the product
For technical selling, the demo is a core part. Sooner or later, your customer will want to look under the hood and see how it all works. For some people, the selling stops here, and the demos start to roll. You all know what I am talking about – the tech guy starts at the...
