Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:
The best way to learn something is to be responsible for teaching it to someone else
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Teach Selling To Learn Selling – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://ypsgroup.com 5041 days ago
Made Hot by: starresults on June 9, 2010 5:07 pm
Mentor-Protege Program Offers Small Businesses Gov't Contracting Opportunities
Posted by businessdotgov under SalesFrom http://community2.business.gov 5047 days ago
Made Hot by: businessavante on June 7, 2010 3:31 pm
There are few things more valuable in business than a mentor – someone who’s “been there, done that”. The General Services Administration (GSA) offers a Mentor-Protégé Program that is specifically designed to encourage prime contractors to help small businesses be more successful in government contracting and enhance their ability to perform successfully on government contracts and subcontracts.
Read more and find out if your small business is eligible Read More
Read more and find out if your small business is eligible Read More
Is Relationship Selling Dead?
Posted by SalesBlogcast under SalesFrom http://salesblogcast.com 5048 days ago
Made Hot by: SkipAnderson on June 4, 2010 4:09 am
It sure feels that way today! You rarely reach your prospects on the phone and when you do, they quickly brush you off. When you’re in meetings, they want you to get right to the point.
Sometimes they’re so busy multi-tasking, that you’re not even sure if they’re paying attention. Even your long-term customers fail to return your calls for months, making you wonder what you did wrong.
Welcome to the new normal! Your prospects are suffering from.. Read More
Sometimes they’re so busy multi-tasking, that you’re not even sure if they’re paying attention. Even your long-term customers fail to return your calls for months, making you wonder what you did wrong.
Welcome to the new normal! Your prospects are suffering from.. Read More
What’s in My Sales Stack?
Posted by billrice under SalesFrom http://bettercloser.com 5049 days ago
Made Hot by: NetZpider on June 2, 2010 6:08 pm
Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack.
I think they created a very useful analogy Read More
I think they created a very useful analogy Read More
The Other Side of Diagnosis: Four Problems That Destroy Your Needs Analysis
Posted by iannarino under SalesFrom http://thesalesblog.com 5051 days ago
Made Hot by: wendyweiss on June 2, 2010 4:02 am
There is no substitute for a good needs-analysis and a great diagnosis of your dream client’s problems. But doing so requires that you suspend filtering their experience through your own, that you not ignore their vision, that you understand the constraints and obstacles, and that you ask the hard questions
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Discovering the Ground Truth
Posted by iannarino under SalesFrom http://thesalesblog.com 5057 days ago
Made Hot by: SalesBlogcast on May 26, 2010 5:56 am
Too often we trade building the right solution for our dream clients for building a solution for one group within our clients. By not diagnosing the entire organization to discover the ground truth, we often miss the mark with our solutions, risking losing the deal, setting unrealistic expectations, ignoring the constraints that prevent better outcomes, and creating resistance from the very groups we build our solutions to help
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Lead Nurturing or Backing Up Relationships?
Posted by billrice under SalesFrom http://bettercloser.com 5058 days ago
Made Hot by: ShawnHessinger on May 24, 2010 4:25 am
I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships
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No Dissatisfaction, No Value. Instead, Commodity Pricing.
Posted by iannarino under SalesFrom http://thesalesblog.com 5064 days ago
Made Hot by: TonyJohnston_CNi on May 24, 2010 1:36 am
Dissatisfaction is the key to creating and winning opportunities. Without it, it is impossible to create value for your dream client. Worse still, it leads to competing on price, an area that by itself almost never provides enough motivation and justification to change. Salespeople are better served by developing dissatisfactio
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Linkedin for Sales: Resume or Sales Letter?
Posted by billrice under SalesFrom http://bettercloser.com 5064 days ago
Made Hot by: lyceum on May 19, 2010 6:35 am
When I browse through Linkedin I see tons of missed opportunity. Profile after profile looks like the tired old resume or curriculum vitae. This particularly saddens me when it’s a person that sells for a living.
My suggestion? Switch your thinking. Make your Linkedin profile a sales letter Read More
My suggestion? Switch your thinking. Make your Linkedin profile a sales letter Read More
Using Twitter Lists to Manage Your Social Selling
Posted by billrice under SalesFrom http://bettercloser.com 5067 days ago
Made Hot by: SkipAnderson on May 17, 2010 7:09 am
Are you using Twitter in your sales process?
My guess is that many of you are. It’s hard isn’t it? You want thousands of followers to give you the sales leverage of large numbers, but you want to deliver a very personal experience to prospects and clients.
My suggestion (secret)? Twitter Lists Read More
My guess is that many of you are. It’s hard isn’t it? You want thousands of followers to give you the sales leverage of large numbers, but you want to deliver a very personal experience to prospects and clients.
My suggestion (secret)? Twitter Lists Read More
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