Monthly Archives: October 2010

Halloween as a Big Sales Lesson

October 29, 2010

Jeffrey Gitomer has a video up on his site that explains how Halloween is really a sales lesson in disguise. Some of the take-aways: Planning and preparation. Many people (and kids) plan their costume months in advance. And treats must be purchased or prepared in advance of all hallows eve. There are thousands of...

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What's a Meta For?

October 28, 2010

I came across this article over at Salesopedia about the importance in using metaphors in a sales presentations (or any communication, really) to help people grasp abstract concepts and remember key information.  In the intro, Anne Miller writes: In a world drowning in information, no one should lead, sell, or influence others without a...

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Aligning Sales and Marketing Processes

October 28, 2010
Aligning Sales and Marketing Processes

Years of living during more prosperous times caused many organizations to overlook the fundamental role that prospecting plays in the effectiveness of any revenue creation strategy. Now, as this slow, uncertain economy pushes these organizations to urgently redouble their focus on prospecting, they are beginning to realize that their prospecting muscle memory has deteriorated...

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Conversation or Negotiation?

October 27, 2010
Conversation or Negotiation?

I am still surprised by the number of people who come to us for negotiation training who fail to grasp even the most basic and obvious concepts of the negotiation process. For instance, one of the most common requests we hear from clients is that they want us to teach them how to convince...

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Building a Prospecting Culture

October 27, 2010
Building a Prospecting Culture

There was a time when sales and prospecting were almost synonymous; it was just assumed that anyone in sales was expected to dedicate a great deal of time to identifying and developing new opportunities. However, more than a decade of unbridled growth and prosperity, from the late 1990s right up to the present severe...

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Change or Die

October 26, 2010
Change or Die

The signs of economic uncertainty are everywhere: The US GDP has essentially flat-lined Unemployment is still sky high. While the official unemployment rate is 9.6%, once you add back individuals that have given up looking for work some estimate the unemployment rate is as high as 18% Corporate spending is constrained Consumer spending is tentative...

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