SalesHQ

Research your marketplace and become the "goto" expert

Sun, 22 Nov 2009 03:32:44 -0800

How to Crack Your Tough Nuts - Sales Prospecting

Sun, 22 Nov 2009 03:27:53 -0800

Are salespeople a dyingi breed?

Peter O'Donoghue — Sun, 22 Nov 2009 03:09:49 -0800

Much has been written recently about the rise of the knowledge economy and it’s impact on the sales profession and that It could signal the end of sales people as we know it. Hopefully you will agree that that is absolute rubbish. Yes, many unprofesional sales businesses will suffer because their sales staff are not adding any value.

Salespeople could be a cost to the business if they are not revenue producing and therefore they have to be serving a purpose. Traditionally the role of the salesperson was to:

Work with the client to discover and understand what their product or service can do for the client.

Inform and educate clients about new products and services.

Provide product, solution and industry consultancy.

Assist clients with cost analysis/justifications.

Provide advice, including advantages and disadvantages of various options.

Translate relevant technical jargon into useful information that the client can process.

Relay clients requests back to other service personnel and technical staff.

Often act as a pool of knowledge, sharing good ideas picked up from other clients.

Chase up orders and product lead times for clients.

Act as the client’s advocate within their own sales organisation.

Assist issue owners to sell solutions to decision makers within their own organisations.

These are the traditional roles of professional salespeople and when I run sales training courses I can see big gaps in the skill levels of salespeople towards these activities. Sadly it is the highest value contributions that are often neglected. Lets have a look at how that could impact you by using some examples:

Inform and educate clients about new products and services – The days of the sales professional being a trusted source of information and education are long gone. If this is how you are planning to win your sales in the next 20 years then you should prepare yourself for a long hard road. In many instances the potential client will know more about your products, services, industry and competition than you do. They live and breath it everyday and also have every bit of worldwide information available at the touch of a button. Don’t plan on making sales because of this!

Translate relevant technical jargon into useful information that the client can process. – Rubbish! Any business that is using technical jargon in todays sales arena will struggle. Your prospective clients will expect to be communicated with in clear and benefit orientated language that anyone in their organisation can understand. This is not the job of the salesperson in today’s knowledge economy.

Relay clients requests back to other service personnel and technical staff. – Was this ever relevant? I’m not too sure. I can tell you for certain that businesses will not and can not substantiate the cost of sales people to perform this function. Besides that there is just no need for this function anymore. Online collaborative software, project management solutions, CRM advances and web based communications mean that any relevant communication can be planned and carried out automatically. There is no need for a salesperson to perform this function.

Act as the client’s advocate within their own sales organisation – Quite frankly if this needs to be done in any business in today’s competitive environment then I doubt that business will survive for much longer. The entire business should be geared towards the client and providing them an outstanding customer experience.

So does this mark the end for professional sales people?

Of course not, but the rules have changed. If you want to be a top class sales professional in the knowledge economy then you should be checking yourself against these criteria:

You understand your Industry or market sector better than your prospective clients

You are working towards becoming and Industry networked exert that is seen as the ‘go to guy’ for commentary and insights in your sector

You have developed multiple ways of determining and proving Return On Investment (ROI) to your clients and you understand the language of business to communicate that. You can show the NPV, ROCE, and DCF (google them) and talk confidently about such things.

You should know how to leverage technology such as Google alerts and Google insights to be a trend spotter and future predictor in your Industry.

You can confidently talk about the clients CVP – That is their Customer Value Proposition. How do you help them win more business, enhance the experience provided to their customers and help them compete in their Industry?

There will always be a place for professional sales people but the emphasis is on professional. The rules of the game are changing and if you don’t keep up you might find your job has been displaced by an online shopping cart or a centralised global sales function delivering business diagnostics and recommendations via webinars.

What will you do to stay on top?

Self Storage for Vehicles

Charles Kaser — Sat, 21 Nov 2009 21:00:20 -0800

More and more people have been using self storage for their personal and business needs. Apart from the usual safekeeping of personal belongings (desks, chairs, books, appliances, furniture – you name it), vehicles are also important investments to look after. Particularly when you travel or you have been reassigned to another State, it’s wise to keep your car safe and secure with the use of self storage units.

Such units are similar to a garage – enclosed and with a roll up door. As compared to open areas like free or paid parking spaces, these storages are much more expensive. But if you think about it, having a self storage would actually help you save more. Just imagine if you rent out one unit, you can keep your car and at the same time place some miscellaneous things without having to worry about the security of your things.

In terms of requirements, most businesses offering self storage units will likely to ask you for documents regarding the ownership of the vehicle. Aside from that, a car insurance would also be needed. Of course facility owners will not be fully responsible for any damage caused by unexpected conditions or instances brought about by wrong storage procedures.

Since you will be preparing for your car’s storage, it’s also important that you know some basics on safekeeping your vehicle:

        •    Clean your car before leaving it in the self storage

        •    Lock the doors and compartments

        •    Open a window slightly so air can pass through

        •    Release the break

        •    Inflate the tires with just the right amount of air

One more thing, make sure that you rent a self storage near your place. It’s advisable that your facility just has a short distance from your house or apartment so you can easily access it. Make it to a point to visit it once in a while, particularly if you’re renting the space for more than a week.

About the Author:

Charles Kaser owns a carpentry and hardware shop based in Houston and Los Angeles. Originally from New York, Charles wanted to experience a more laidback atmosphere in the West Coast. If he’s not a business owner, he would probably be a journalist right now. To have his creative juice flowing, he writes diverse topics from travel destinations, to business facilities such as self storage, and even gadgets. His next venture would be a surf apparel and accessories shop at Miami.

It's Almost Thanksgiving Do You Know Where Your Next Job Is?

Sat, 21 Nov 2009 12:20:38 -0800

Can Linkedin Company Pages Help You Find Unadvertised Positions?

Sat, 21 Nov 2009 12:16:40 -0800

Have you Been Affected by the Holiday Effect?

Thu, 19 Nov 2009 18:18:59 -0800

Dr. Drew's Sales Rant for Sales Fitness

Drew Stevens PhD — Thu, 19 Nov 2009 06:32:28 -0800

It is the age of information and knowledge, but it is ironic how lazy many have become. Each day I am amazed over the emails, newsgroups and other electronic media requesting innovative methods to sell. Folks if you or others like you are not making your numbers and seek answers to your selling woes look within! If you seek The Secret, here it is… there isn’t any. There are four issues prevalent in today’s society:

1. Selling is a relationship business. And, your relationships should be with buyers not gatekeepers. I suggest a quick review of your address book and CRM system. As they say in the database world; garbage in, garbage out. Further look around you and determine whom you speak with and whom you network. Filter your network to only include those that can make a purchase decision.

2. Selling requires a process. If you have never been taught how to sell and your organization does not provide training- invest! There is nothing more sickening then the person that wanders in the woods without breadcrumbs. The process of selling is similar to a GPS system; it guides you toward your markets, your buyers and your eventual contracts. Research shows that failure to have a solid process negatively impacts your closure rates. I am amazed and those that desire results but refuse to invest in expertise. Do you join a gym yet never exercise?

3. If you build it they will not come. I tire of stupid organizations that believe their product and service sells itself. Recently a young man approached me about coaching and he requested reimbursement from his structural engineering company. The President stated, there is no need to invest in training since engineers do not need to know how to sell. This pomposity ruins organizations and profits because they will not or ever will invest in their greatest asset- sales. If you work for such an organization or your present manager shares such beliefs- leave. Trust me the business will not be around long.

4. So many even those reading this post feel victimized by customers, competition, the recession, etc. These are excuses not solutions. Stop hiding behind rocks, rugs and rooms and begin to invest in things that help you become innovative. While there is much uncertainty during a recession, there are assurances. 1) Growth and innovation spark during recessionary times. 2) Those that move are not captivated by fear. 3) Those that go against the tide thrive. Start learning, growing and educating not getting stuck in the malaise of Internet promises. Create your own original opportunities. By gosh do something!

There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for selling efficiency email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.

Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.

Retail sales rise 1.4 percent in October

Associated Press — Wed, 18 Nov 2009 15:33:00 -0800

WASHINGTON - Retail sales rose more than expected in October, but the gain largely reflected a big rebound in auto sales.

Sales fell at many other retail stores as consumer spending remains under pressure, raising questions about the durability of the recovery.

The Commerce Department says retail sales rose 1.4 percent last month. Economists expected a gain of 0.8 percent.

But excluding auto sales, retail demand rose 0.2 percent, half of the expected 0.4 percent rise.

The government also revised the September performance down to show a 2.3 percent decline, from the 1.5 percent drop initially reported.

Whos Hiring – Top employers week of 11-16-09

Tue, 17 Nov 2009 20:27:57 -0800

Whos Firing - Layoffs week ended 11-13-09

Mon, 16 Nov 2009 10:40:25 -0800

Whos Hiring – Top employers week of 11-9-09

Sun, 15 Nov 2009 15:55:46 -0800

How Can Linkedin's New Features Help Job Seekers?

Sun, 15 Nov 2009 15:51:13 -0800

5 Ways Social Media Gives Job Seekers an Advantage in a Recession

Sun, 15 Nov 2009 15:47:54 -0800

Dubious Sales Pitch for Jeter Baseballs

The New York Post — Sun, 15 Nov 2009 12:21:00 -0800

FOR a fellow who so carefully protects his image, Derek Jeter might want to do more to protect his name. Not to mention his adoring fans. Ads heard this week on the Yankees' radio station, WCBS-AM, pitched "very unique" - as opposed to just unique - and "very limited edition" - as opposed to just the limited kind - Derek Jeter-signed World Series baseballs, "the exact same ball used in this past World Series." The phone number for the sales company, National Collectors Gallery, was three times given. Yet, conspicuously absent in the ads was the price of the balls.

Hmmm. In poker, parenting and parachuting, that's known as "a tell." Three calls to the given number produced the same result: the stench of bait-and-pitch boiler room. All three times, after quickly stating that I wanted to know the price of the Jeter ball, I immediately was asked for my name and phone number. All three times I replied that I only want to know the price of the ball. All three times I was told that all salesmen are busy, but one would call in five minutes - just leave my name and number. Twice, after I asked if the fellow who answered if he could just holler over to one of those salesmen to get the price of the Jeter ball - to save all of us time - he answered, word for word, the same thing: "Our ad just ran [on the air], so the salesmen are very busy, right now. Just leave me your name and number."

When I offered to hold on for those five minutes - or as long as it took for someone to tell me the price of the Jeter ball - I was told no, I must leave my phone number. Once, I asked the fellow who answered if I could call him back in 5-10 minutes to learn the price of the Jeter ball. No, he replied, a salesperson must call me with that info. From years of investigating suspicious sports-related sales methods, I have learned that once they have an in beyond your name - your phone number, address, e-mail - is when the relentless and often harassing sells generally begin. That's when you officially become "a live one."

In the meantime, National Collectors Gallery's Web site showed the Jeter baseballs described in the WCBS ads as selling for $500. Their folks on the phone might have told me that, but they very likely knew that, a) for most, $500 means the end of the conversation, and, b) if they don't have my phone number, the hard sell of anything and everything else can't begin. And the carrot on their stick is Derek Jeter. * Recession? What recession? Unemployment? Where? The home cost of tomorrow's Manny Pacquiao- Miguel Cotto pay-per-view is $55. Not too many years ago, before greed demanded that boxing destroy itself as a mainstreamed sport, a championship welterweight fight such as this would have made a perfect fit for live premium cable, an HBO or Showtime. Now? The idea is to make the most, short-term, even if it means serving the least; the inspiration is to grab the dough while simultaneously and systematically reducing boxing's fan base. Oddly, though, while they steadily have diminished boxing's popularity, boxing promoters still are called boxing promoters.

Originally published by Phil Mushnick.

A service of YellowBrix, Inc.

Examining Laptop Features

Clamber — Fri, 13 Nov 2009 19:41:23 -0800

Nowadays, computing has entered the portable world. Nearly everyone has an access to a laptop or a netbook. Of course, more often than not, that portability comes at a cost of lesser features than their desktop counterparts. One way to make up for this is through the purchase and use of the various laptop accessories that are available all over.

A laptop accessory seeks to augment the features of the laptop. They may come at a variety of kinds and uses; some are there to protect the case through sleeves and cases, some are used to prolong battery life and increase usability, while others are more for design or vanity. All in all however, a laptop accessory can make using a laptop easier, more complete, more beautiful and even more fun!

For functionality, a popular laptop accessory is a laptop adapter. Traveling to various places increase the chances that the power adapter that you are using is not compatible with the sockets for the power supply in that place. They could also purchase extra power adapters so that wherever they go, they would always have a power supply handy for their laptops.

Another functionality accessory that laptop users commonly have is an extra set batteries or batteries with longer life spans. The extended batteries (Dell Batteries) help in ensuring that your laptop stays powered even if there are no power supplies available in the place that you are working in. Lastly, there are also optical drives, external DVD ROMs and Writers. These enable users to still read data from their CDs and DVDs even if they don’t have built in CD ROM drives.

Aside from functionality, some other laptop accessories are used to make the laptop more secure. As portability comes with the risk of damage from traveling and going to places, manufacturers have made protective cases that would ensure that your laptop can make it to its destination.

A quick trip to a laptop accessory shop and you would see various kinds of protective covering for your mobile computers. There are neoprene sleeves, silicon cases and even leather bags just to be able to protect the expensive laptops. There are also a variety of wipes and cleaners to ensure the cleanliness of the computer.

Of course, people could also get laptop accessories to make their computing more fun and improve the design of their laptops. There are various USB connected devices such as fans, animals, coffee makers, and even telephones that truly push the limit as to what a laptop can do. On the design side, there are kits, stickers, skins and other designs to make your laptop spiffier.

With a variety of choices of accessories for your laptops, the mobile computer has surely become a more complete computing solution for anyone on the go!

Laptop features you know may expand or improve overnight. But definitely all these features and laptop components are designed to help you utilize your laptop and get better results when using it. It aims to improve your laptop performance and upgrades on these features will surely make your laptop a must-not-forget baggage on top of your list when your are going anywhere!

5 Ways to Combat Loneliness When You're Jobless

Tania Khadder — Mon, 09 Nov 2009 17:47:00 -0800

Sit in front of laptop. Lie on couch. Eat pickles for lunch. Back to laptop.

Feel sorry for self. Feel sick of self. Tear hair out in frustration. And ... back to couch.

If this is your 9-to-5 routine, you're probably like 14 million other Americans: unemployed. And in addition to the frustration of looking for work, you might find yourself feeling a little lonely.

Sure, you chat with friends online all day. And you may have a family or significant other who comes home in the evening. But good old fashioned, face-to-face contact with another human being before dinner? Kind of rare these days.

In running my unemployment blog, I’ve received plenty of emails from readers. And although many of them were lighthearted in nature, a number of them were quite the opposite. One of the saddest read: “You're the first person I've spoken to in days.”

Unemployment can make a recluse out of even the most social of butterflies. After all, you want to spend as much time as possible looking for work. And where do you look for work? Online. And where do you go online? At home.

But spending too much time alone can be detrimental, not just to your emotional well-being, but to your job search too! Staying connected with the rest of the world is not a luxury. It's a necessity!

Work from a coffee shop.

Find a coffee shop with WiFi in your neighborhood (even better if it’s free WiFi!). Grab your laptop and go. You may not be striking up conversations with fellow coffee shop patrons, but it’s nice to be in the presence of other human beings. It’s also nice to have a change of scenery; one that doesn’t include Oprah on mute and swag from your previous employer.

Next Page: More Ways to Fight Loneliness ->

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Team up with other jobseekers.

Chances are, you know others who are unemployed. Instead of each working alone in your respective homes, why not team up? Agree to meet at someone’s house, and look for jobs together. After all, misery loves company. Not only will you have others to talk to who are in the same situation, you might just find that your jobless friends make good leads. You never know who might know of a job that isn’t quite right for them, but fits you perfectly.

Go to networking events.

Whatever your industry, there are probably relevant networking or trade association events taking place locally. Not only will you keep abreast of changes in your field, you’ll get to rub elbows with living, breathing, hiring members of the work force. We all know that spending hours and hours online every day is not the most efficient way to get hired. The majority of jobseekers find work through a contact. You need to get out there and network!

Get a (night) life!

Spending eight dollars on an Apple Martini may be the furthest thing from your mind right now. And rightly so. But maintaining and growing your social network (and we don’t mean Facebook) can be a valuable part of your job search. And you don’t have to spend exorbitant amounts of money (or borrow cash from friends) to go out. Especially right now, there are plenty of extended happy hours and recession specials. Check out sites like My Open Bar to find a local spot that’s offering free (or seriously discounted) drinks tonight.

Volunteer

I’ve said this before and I’ll say it again: You can’t spend all day, every day, looking for work. Volunteering a couple of days a week will give you something else to do, a fresh perspective and a chance to spend time with others who share your passion for a cause. And depending on the type of volunteer work you choose, it may even help keep your career on track (and your resumé strong). I know a laid-off writer who started volunteering in the communications department of a non-profit agency. She says it’s keeping her busy, helping her develop her writing skills, and preventing her from sticking her head in an oven. Not bad for a dozen or so hours a week, which would have otherwise been spent obsessively surfing the web.

How can Twitter Lists help Job Seekers? Top 400 job posters on Twitter

Sun, 08 Nov 2009 14:20:22 -0800

reCareered: Who’s Hiring in Health Care - November 2009

Sun, 08 Nov 2009 14:15:39 -0800

Step Out of Your Comfort Zone - Why are job seekers are afraid to change?

Sun, 08 Nov 2009 14:13:19 -0800