Sales Gravy

NOVEMBER 18, 2009

Negotiation 40

Negotiation 40

Sales Gravy

NOVEMBER 17, 2009

It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 17, 2009

Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business.

Advertising 40

Advertising Marketing Sales 40

Sales Gravy

NOVEMBER 17, 2009

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?

Profitability 40

Profitability Meetings 40

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Sales Management

Sales Gravy

NOVEMBER 16, 2009

Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan.

Management 40

Management 40

Sales Gravy

NOVEMBER 16, 2009

Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 11, 2009

Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder" It's just another way to leverage this powerful tool.

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Sales Gravy

NOVEMBER 11, 2009

"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness.

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Sales Gravy

NOVEMBER 11, 2009

Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation.

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Sales Gravy

NOVEMBER 5, 2009

Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything.my sales materials, my eye contact, handshake.

Sales 40

Sales 40

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

NOVEMBER 5, 2009

If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S.

Shareholders 40

Shareholders Sales 40

Sales Gravy

NOVEMBER 4, 2009

Nothing will disqualify you faster than a history of job hopping, or a history of staying at jobs for less than a year.

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Sales Gravy

NOVEMBER 4, 2009

Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing's job, right? Wrong! It is a co-shared responsibility.

Media 40

Media Sales Marketing 40

Sales Gravy

NOVEMBER 4, 2009

For those of you who have either met me or watched me present a speech - you know I'm a little crazy and I absolutely shoot from the hip. Hey - I can admit it. Now I have made some mistakes with this over the years.

Sales 40

Sales 40

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B2B

Sales Gravy

NOVEMBER 3, 2009

Being a new business owner is a lot like skydiving in the sense that you are taking calculated risks daily that run you through a flurry of emotions before landing on the ground or getting to the outcome.

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Sales Gravy

NOVEMBER 3, 2009

Unlike many sales people, panhandlers do not spend time trying to figure out who to call and who not to call. They don’t pretend to be clairvoyant and be able to divine if someone is a buyer or not just by looking at their business cards or faces.

Sales 40

Sales 40

Sales Gravy

NOVEMBER 2, 2009

When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO?

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