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Five MORE ideas for a GREAT year

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I am focusing AWAY from “having your best year ever” and zeroing in on “having a GREAT year. For the past few weeks I have given you the list of 21.5 ideas that will drive the years results, and elaborated in detail on several of the elements. See the full list here.
Here are five more sales concepts from my original list to put more sales on your CRM and more money in your ATM.

‘Gazon’ Malware Spreads Via SMS Using Fake Amazon Gift Card Offers

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A security firm has identified a new type of malware that spams a mobile device’s contact list with SMS text messages touting fake Amazon gift card offers. According to an article posted on its blog, AdaptiveMobile states that the malware, dubbed ‘Gazon,’ is quickly becoming “one of the ‘spammiest’ mobile malware outbreaks seen yet.” Gazon […]… Read More
The post ‘Gazon’ Malware Spreads Via SMS Using Fake Amazon Gift Card Offers appeared first on The State of Security.

The Number One Reason Your Sales Team Writes Practice Proposals

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What is a practice proposal?  Practice proposals  are those time consuming documents created for prospects that have no intention of doing business with your company.  This can be the prospect that buys on price not value.  Or, the prospect that doesn’t really have any pain, however, thinks it’s always a good idea to take a look at what’s out there.  (Yawn…..)

What Got You Where You Are May Not Get You Where You Want to Go…

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Where do you want to be in 6 months? In a year? In 5 years? How are you going to get there? The reality is…
Every week I work with clients who are looking to develop new business. Some of them are brand new sales representatives just starting out and needing to build their pipeline. Some of them are experienced sales professionals, business owners and/or entrepreneurs looking to increase their already good sales.

Are You Making Too Many Contact Attempts?

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Are You Making Too Many Contact Attempts?
Sales Question: "How many attempts should I make to connect with a prospect before moving on?"
 
SalesBuzz Answer: By Michael Pedone
I’ve read statistics that says it takes 6, 12 even 18 attempts to reach a prospect. But here’s the thing, I don’t use one rule across all lead types.
I believe it is best to analyze the lead to determine how much time and effort you will put into getting that prospect on the phone. 

Can You Learn How to Sell - Or Do You Need Innate Ability?

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I want to get you thinking today, so here’s my question:
If research showed that sales was 100% a learned skill, how would that impact your perception of your own success – or lack of it – today?
I know that sounds strange to ask, but bear with me. If it was true, how would it impact how you reacted to a competitive loss or when your prospect decided to not do anything?
Would you be more curious in terms of where you blew it or what went wrong?
Would you look at your own culpability in losing the deal?

The Two Most Important Qualifiers (And How to Ask For Them)

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Based on my last article “A Fresh Prospecting Approach for You,” many people are wondering what the two most important qualifiers are for any given sale.  That’s a good question, and I’ll tell you that over the years I think they have changed.  In the past, budget was the big stumbling block and the issue that sales reps really needed to drill down on.  Now don’t think that budget isn’t important – it is! – but now with pricing being so transparent on websites and across social media, I don’t think that budget qualifies anymore as one of the “Big Two” qualifiers. 

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