SalesHQ

    Business is an ever changing entity. Small businesses can become bigger because the industry they are a part of may be growing or perhaps the management is leading them to bigger and better things. This can also apply to big businesses for the same reason. Of course the opposite can also take place and both big and small ...

  Someone asks you a question. Think about it. Someone is trusting you to help them when they are in need. They are designating you as an authority. When you put a question out to a prospect it makes the prospect feel like they are in charge of the interview, that they are pointing out the direction the interview will ...

  Someone asks you a question. Think about it. Someone is trusting you to help them when they are in need. They are designating you as an authority. When you put a question out to a prospect it makes the prospect feel like they are in charge of the interview, that they are pointing out the direction the interview will ...

    The timid prospect does not assert himself nor does he mix well with others. Strong personalities tend to upset him and make him feel self conscious. When dealing with salespeople he is even more aware of his own inadequacies and short comings and retreats further into his shell. He will rarely look you in the eye and will ...

    The last thing to do at the end of the day is to go back and measure what you did and how you did it. Review the day's happenings and analyze them. Ask yourself these questions:   What did I set out to accomplish? Was it to get new business? Take care of troubled accounts. Make user calls. ...

  There is an expression which goes like this: “ He changes his mind with the wind”. He is like a weather vane. His thoughts and actions are quick and he is abrupt in his manner and with his words. He will agree with you one minute and in the next his demeanor will change and he will decide against ...

Peter Drucker once stated that there is only one reason for any organization to be in business- the customer. CEO’s and entrepreneurs currently conduct myriads of activity to generate prospective clients. Organizations must function to create and develop customer relationships. Prosperous issues include sales promotions, direct mail even cold calling. The practical issue is not the generation of leads; it ...

    I recently attended an award ceremony for my daughter and her seventh grade class. This annual event provides accolades for those that achieve academic excellence in an array of topics. According to the principle, of the 226 students, almost 50 percent received recognition.   However, of the 100 students receiving awards, more than 70 percent gained accolades for ...

  I recently became involved with several ventures that have allowed for business expansion and revenue gain. Through each of these ventures I have become involved with a myriad of selling professionals and their attributes  - or perhaps lack thereof.   I recently returned the call of a selling professional who had called me. Not only did he not recall ...

Like so many million Americans, have you been out of work the past few months, collecting unemployment and spending your days and nights slogging through the job boards, applying to every sales job that looks even halfway decent, and networking via <a href="http://www.linkedin.com"> LinkedIn</a> until you are blue in the face? The unemployment rate is the highest its been all year: ...

I love Social Media and Social Networking! In my audiences where I speak, I see more and more serious business people are devoting time, money and effort to learn how to use these tools. Social Networking tools provide the ability to connect with others in ways that we never would otherwise. By using Twitter, I have connected with people that I ...

How to Retain Sales Talent   One of the largest issues facing today’s sales manager is retaining their talent. Employee turnover costs organizations billions of dollars in lost revenues and operational expenses. From lost clients to reengagement fees, turnover creates headaches for many organizations. One of the most important points to consider is, the tremendous impact sales managers have on ...

What are the attributes of great sales professionals? One is certainly having a positive attitude which we talk about in our book Don’t Just Stand There, Sell Something. It’s the formula we call OPERA which is being Optimistic, Persistent, Enthusiastic, Resilient and Affable. Another important element is having the solid foundation of all the great sales training methodologies that are ...

        Just think how much better off all of us would be in life if we listened more, no, make that just plain listened. How many times during a conversation did you miss out on some important points because you were formulating a reply to something you just heard and missed everything said after that. Happens a ...

I get a lot of Ezine topic requests each week. The majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I've written many feature articles over the years that address these kinds of questions, ...

To land a job these days, prospective job seekers need more than an impressive resume. Their dress and image need to mirror their credentials. Dick Lerner, a certified wardrobe consultant and certified custom clothier, points out, "An investment in an appropriate wardrobe is an investment in career success." In his book, "Dress Like the Big Fish: How To Achieve the Image ...

  What if you Can’t Blame Price?   Just recently, I was doing a presentation for a group of CEOs and key executives in the Northeast. During the period before I began my session, I was meeting a few of the attendees and, like I often do, got into a “confrontational coaching session.”    The attendee was a sales manager for a ...

Facebook, MySpace, Twitter, Bebo, Linkedln, YouTube - how many of these inescapable social media platforms have you signed up to? One or two, perhaps? Unfortunately, this is simply not good enough. Because far from being the waste of time you perhaps berate your staff or your teenage children for perusing endlessly, social networks are actually an innovative way of bringing benefits ...

We live in an age when vast seas of information can drown any enterprise. Lost revenue, poorly managed expenses, lost confidence, compliance problems and customer dissatisfaction are some of the outcomes of this information overload. In the face of such pressures, governance over enterprise information assets is no longer a luxury - it is a necessity. To support decision-making, companies today ...