Sales Gravy
JANUARY 28, 2010
Get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There is absolutely no substitute for a positive first impression.
Sales Gravy
JANUARY 28, 2010
Few people seem to hold back for fear of committing a faux pas.
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Sales Gravy
JANUARY 28, 2010
The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again in the New Year.
Sales Gravy
JANUARY 26, 2010
Most of us like to think of ourselves as open minded. We are not sure what it means, but it sounds good. Diplomats joke that tact is the ability to tell someone he is open-minded when they really think the fellow has holes in his head.
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Sales Gravy
JANUARY 25, 2010
Call the trainer to talk one on one. Most large training houses will not connect you with their staff who are generally poorly paid and inadequately skilled. Most have little depth beyond the printed page of the manual before them.
Sales Gravy
JANUARY 22, 2010
Knee jerk objections occur for two reasons. First, you are an interruption. The prospect wasn’t expecting your call and you’re taking him away from the task at hand. Second, the prospect is worried about being “sold.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
JANUARY 21, 2010
It starts with recruiting the right agents. One needs to recruit people who have the skills, attitude, and business-owner mindset necessary to succeed.
Sales Gravy
JANUARY 21, 2010
Before moving your top sales person into the sales management ranks, consider the ramifications of this move. You are taking your rainmaker out of the sales game where they've generated millions of dollars for your company.
Sales Gravy
JANUARY 21, 2010
Dozens of sales reps who have used this technique have reported that the prospect typically murmurs something like, "Ah.er.what's this about?" When that happens, you have won.
Sales Gravy
JANUARY 20, 2010
Someone wrote me once about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Sales Gravy
JANUARY 20, 2010
While this story may seem crazy, this is how many people start their businesses. They want a business, so one day they make some business cards and say, "Here I am world, hire me.
Sales Gravy
JANUARY 20, 2010
It's tempting to select someone who's "hungry" It would seem logical that a candidate who is anxious for an opportunity would be the perfect person. They'd work hard, be conscientious, and push through any adversity they might face.
Sales Gravy
JANUARY 13, 2010
I once read that there are two types of people. People who are willing to wait for a reward and those who want the reward now even though the payoff may be higher if they wait.
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Sales Gravy
JANUARY 12, 2010
You thought your detailed sentences would streamline the sales process, simplifying your prospectÂ’s effort. You tried to help your client avoid another meeting by sending your list of questions through email instead. But it didnÂ’t work.
Sales Gravy
JANUARY 12, 2010
Selling in these challenging times demands determination and personal fortitude. Having the will to persevere when times are tough is a characteristic commonly found among self-made millionaires. Are you a quitter?
Sales Gravy
JANUARY 12, 2010
During the selling process, some people have difficulty saying “no” and will actually tell you that they are interested in order to avoid potential conflict.
Sales Gravy
JANUARY 11, 2010
If you make a list of the networking events you attend on a regular basis. You can analyze how much business you have gotten from each and determine if you should continue attending.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Sales Gravy
JANUARY 11, 2010
Effective closing starts with getting commitment. Commitments need to be made in each step of the sales cycle by the prospect as well as the salesperson.
Sales Gravy
JANUARY 8, 2010
If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None!
Sales Gravy
JANUARY 8, 2010
Cold calls. Objections. Frustration. Rejection. There are many occasions when we encounter resistance from buyers, or have to defend our price, or venture into new markets, or deal with cranky decision makers.
Sales Gravy
JANUARY 6, 2010
Motivation begins with action - not feelings.Over my 17 years of providing customer service training and presentations for clients, I've noticed a bizarre phenomenon when it comes to motivation.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales Gravy
JANUARY 6, 2010
Too often, the first time the employee acknowledges the customer is when they get to the front of the line. That means a person who wants to spend money is being deliberately ignored. Lousy strategy. Instead, acknowledge customers with a “Hi there!
Sales Gravy
JANUARY 6, 2010
Employers always seem to be asking me, "What in the world is Gen Y thinking when they do some of the things they do at work?
Sales Gravy
JANUARY 6, 2010
What typically happens when we interact with others is that we size up whatÂ’s happening in a conversation from our perspective. We make judgments and evaluations of the other person based on what we are like and what we prefer.
Sales Gravy
JANUARY 4, 2010
"I have been building that relationship with Julie for three years. I've brought her flowers on her birthday. I've taken her to lunch dozens of times.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Sales Gravy
JANUARY 21, 2010
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