10 Things a sales person should never say and why...

Five Tips to Make You a Better Salesperson.

Can the best sales people become the best sales managers?

So you think you can sell?
Before you begin to sell, you will need to decide who you’re going to sell to. This means finding your Target Market. If you know who you’re selling to, you immediately have the advantage of being focused on a specific market and knowing who and what you need to research. In your search for a Target Market, try to identify those that have a major problem and who are willing to spend money in order to fix it. Straight away, this gives you the advantage of knowing that your customer has the funds to pay for the excellent product or service that you can offer. It’s no use walking in with guns blazing, shooting off fantastic selling techniques when your client hasn’t got th

Why Sales Certification is Important in 2010
Why Sales Certification is Important in 2010 Last week, I received a call from a firm with 700 salespeople in a somewhat commodity market. The person I was speaking to was in charge of their sales training programs; we discussed a variety of programs we have created in developing sales certification programs for other sales training organizations. When I asked why he was considering the need to consider sales certification when most organizations were cutting back on sales training, he told me that

SaaS and the Evolution of Inside Sales
In the olden days It used to be that selling software was always an Enterprise deal that required Enterprise activities. You needed to develop relationships with multiple buyers, educate them on your value proposition, demonstrate technical expertise and show them that changing the way they did business was a good thing. A lot of those activities required face time so you had to be onsite with the prospect developing that relationship of trust. Along came SaaS It is not so much that software-as-a-service (SaaS) has changed how we sell - as how it has dramatically lowered the barrier to buy. Enterprise and on-premise deals th

Selling Through Social Media
One of the hot, buzzing, exploding topics right now is Social Media – LinkedIn, Face Book, Twitter, etc. These emerging marketing tools are defining themselves as real players in the industry and even the most conservative of groups is taking notice of their impact. Everywhere, companies and individuals are asking, “Should I be on LinkedIn? Do I have to do Facebook? How do we use Twitter?” Well, before we go running off to set-up, invest time and money, or personnal in Social Media, let’s stop and ask a couple of questions. 1. What are my current marketing g

Make People Want to Buy
Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to the clerk that it is just exactly what we needed for the past twenty years. It is not true that new products are manufactured to supply the demand. There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts, until the salesperson persuaded it to let go. * There was no