Archive for January, 2011
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Jan 31, 2011
No CommentsWeekly SHV Twitter Updates for 2011-01-31
Is Your Service Agile? http://bit.ly/g7ZC6h via @ConversationAge RT @SalesBlogcast # RT @JimZiegler: Ben Franklin may have discovered electricity- but it is the man who invented the meter who made the money! # If a customer perceives a competitor to be superior – they are. #Defy Gravity #quotes RT @rebelbrown # 75 Qualities Of Sales Rock...
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Jan 24, 2011
No CommentsWeekly SHV Twitter Updates for 2011-01-24
Opportunity is missed by most people because it is dressed in overalls and looks like work (Thomas A. Edison) RT @CHRISVOSS # On Tracking Transformational Trends http://s.hbr.org/gFeybx RT @HarvardBiz # RT @fearlessselling: Sometimes it makes good business sense to walk away from a deal. Do you know how to recognize those situations? # New post...
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Jan 17, 2011
No CommentsWeekly SHV Twitter Updates for 2011-01-17
Don’t (blindly) Follow Your Sales Process If . . . http://j.mp/e7pmIC #sales #b2b #success RT @iannarino # RT @BillyCoxLive: Even if you are on the right track, you will get run over if you just sit there. – Will Rogers # RT @TheRealSalesDog: Make more phone sales with Mark Hunter's expert phone sales tips: http://bit.ly/eYYuH7...
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Jan 17, 2011
No CommentsBusiness values
Lucy Kellaway from the Financial Times had a great post about sets of values. She contrasted the recently-released values from Goldman-Sachs with those of a retailer in Finland, Stockmann. The Stockmann values are worth a read for anyone interested in business. The company is very clear that their #1 goal is making money – that’s...
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Jan 10, 2011
No CommentsWeekly SHV Twitter Updates for 2011-01-10
Three Resolutions for Salespeople in 2011 http://j.mp/e9dbr7 #sales #b2b #success RT @iannarino # RT @DonCooper: “Some people find fault like there is a reward for it.”—Zig Ziglar #quote #quotes # RT @tonydurso: To be the expert in your field, get your wits, and roots, around the fact that sales are vital to industry… # Are...
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Jan 09, 2011
No CommentsCustomers or prospects?
More and more, I am facing sales to 2 groups: Current customers New customers Writing the 2 groups out like seems kind of silly. It’s obvious that sales can be divided like this. So, let me ask you: do you really sell differently to each group? When you pick up the phone to call someone,...
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Jan 04, 2011
No CommentsTripIt….get started fast…
I read about TripIt in some column somewhere….it was rated as an amazing travel app. I’d love to write a full review of it, but the dang software was so simple that I almost don’t know how it works. Let me explain a bit… First of all, it is really cool. For me, the key...
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Jan 03, 2011
No CommentsWeekly SHV Twitter Updates for 2011-01-03
RT @Renbor: The Sales-Execution Daily is out! http://bit.ly/fd7STG # 12 Tricks Your Brain is Playing on You http://bit.ly/gfOLAA via @JWhite # Align what you "pay" with what you "say." How to build a commission plan by @keenan http://bit.ly/ibD1ZT RT @SkipAnderson # RT @FennerSells: How to Lose a Prospect’s Attention in 5 Seconds – RainToday http://bit.ly/dQUa7R...
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Jan 03, 2011
No CommentsDoing the little things
I was working on a deal recently, and we got to a point where we were losing. There was no doubt about it – you have heard the customer say these things…. “Well, we did prefer the other product when we saw it, but we still are considering you.” “Price will be very important in...
