2009 SMT Conference Delivers on its Information Promises
The 2009 Professional Society of Sales & Marketing Training (SMT) Conference has come and gone. But this year’s theme—Developing Sales Excellence in a Challenging Economy— has left attendees with valuable information to consider during the current economic downturn. Covering a variety of topics that explored ways to keep sales professionals on a sharp budget, keynote speakers presented great information to all in attendance.  Particularly enlightening was Dave Stein’s presentation on sales tips. Dave, who is a nationally renowned sales training and performance expert, believes that “cookie cutter” sales tips are nothing more than a gimmick. They cannot be e

Happy Thanksgiving!!!

Avoiding Self-Sabotage on Sales Calls
Art Sobczak regularly responds to reader e-mails with hand ons, how- to type advice for becoming a better salesperson. Here’s part of an email he received from a reader, and his response. “Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, ‘You’re not going to like this, but …’ “I continued reading, now feeling bitter. However, what was said was really nothing more than what we already knew and expected. “I would love to see your take on something like this. A piece on the things we do to sabotage ourselves when all we were intending to do was soften the cold

Crossing the Cultural Divide
Selling often means dealing with people around the globe, which can mean cultural differences come into play. Isn’t selling hard enough already? Luckily, sales trainer Renee Walkup is working on a new book, and did some excellent research about cultural differences to help you when selling to people in other countries. Of course, these are generalities – keep them in mind, but still be yourself.

Entertaining Your Customers
The practice of entertaining customers is one of those issues that needs to be rethought. First, let’s consider whether or not you should entertain your customers. In these days of e-commerce and Internet communication, is there a place for this age-old practice? How much time should I spend entertaining my customers? Good question. The world of the field salesperson is changing rapidly these days, and everything is in question. Dave Kahle, The Growth Coach®, reminds us: Remember, the purpose is to get to know one another