Dumb salespeople drag around tricks that used to work years ago: Remember the puppy-dog close? The forced two-option close? Smart salespeople communicate clearly, act authentically, and appreciate their customers sincerely.
If you're not sure what your face is saying ask the people around you. If you don't like what you hear, it's worth a little practice time in front of the mirror to change things. Your face communicates your feelings, make sure it's saying something accurate.
Stop thinking in terms of silos of information and people, and start thinking about ways to connect everyone.
The ability to sell proves your attitude, critical thinking and soft-skills. Every other business discipline is just semantics. You have no marketers, accountants, lawyers, managers or HR people on staff if you have no sales. Businesses put a premium on people that can generate revenue.
The power of storytellers sharing their lives with the audience cannot be underestimated. The same power can be brought to your business with corporate storytelling.
There are no shortcuts in business. In order to be successful there are some things that you must know. These are not all of them by a long shot, but IMHO they are 6 of the most important.
I'm willing to do it, but I'm not sure he is. It's the biggest obstacle to making a positive change. We want to know, for sure, that the other guy is all in with good intentions, before we fully invest ourselves.
This week I interviewed Kelly Wright, Executive Vice President of Sales at Tableau. Since sales and technology are known to be male dominated fields, I was anxious to ask Kelly about her experiences. I found her story, her philosophies, and her work ethic to be inspiring and I can't wait to share them with you.
By Ebony Frelix, salesforce.com There aren't enough words in the dictionary to describe the significance of giving back. Even the most simple acts...
Running a successful business demands attention, especially these days. If you aren't consciously choosing where to put your attention, you're risking everything.
As salespeople or sales leaders, do you follow the same process every time, or do you wing it? A recent exceptional dining experience provided a valuable lesson for how acting with intention and following a defined process separates the good from the great.
Learning to problem solve, deliver value and communicate effectively as a salesperson will greatly benefit me in any and every professional and personal pursuit in future.
In recent years, people have attempted to take responsibility for their personal development with performance tools and peer feedback systems. Some have been successful and made significant changes. Others, not so much.
Here are four questions managers should ask salespeople, and answers salespeople should know for each of their customers. Do this, and you'll have a clear sense of which pursuits are real, and which ones are a waste of time.
As any good sales professional knows, having a thorough understanding of your customer is absolutely vital, and this is where a well constructed sales plan can make the difference.