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Great post by Erica Stitch over at the RainToday blog. The permalink to the original post is here. ____________________ There’s no doubt that building a strong relationship and making a connection with a buyer is essential to winning new business. After all, when selling services people do business with people they like. But building rapport is not as easy [more...] We thank Jill Konrath of Selling to Big Companies for this great post. It’s illustrates the remarkable power of trigger events and the importance of tools to help sales take advantage of trigger events. All of Jill’s contact info is at the end. _______________________________________________________________ Several years ago, while scouring the business section of my local newspaper, I came [more...] Loved this post over at RainToday.com. You can go to the original article here. We thank Andrew for giving us permission to use his article. His contact info is below. A lot of experienced salespeople call this the “happy ears” problem. The salesrep wants a deal so badly, he hears only what he wants to hear. [more...] Blogging is a superb way to demonstrate thought leadership Brian Clark of CopyBlogger penned this awesome post and I felt I had to share it with our readers. A blog is a critical part of B2B lead generation, so it is a great way to engage prospective sales leads. Even sales can use great blog articles as introductions [more...] RainToday published this great blog article by Mike Schultz and John Doerr. You can see the original article at http://www.raintoday.com/pages/6669_offers_that_convert_website_visitors_into_qualified_leads.cfm Hope you enjoy it. And thanks Mike and John. ____________________________________________________________ About 50% of sales people won’t prospect. That’s the research. In our experience, the percentage of consultants who won’t prospect is even higher. While most people will tell you [more...] This post is an original article by the author of this blog. Please visit About the Author for bio information. We used to go far and wide looking for customers. That barely works any more. I suggest a new and different approach – Choose your customer. Cold calls, email blasts, webinars, etc. – all designed to attract [more...] Colleen Francis of Engage Selling wrote a great blog post called 12 Ways to Get Your Prospects to Call You Back. With her permission, we have reprinted my fave 4. Enjoy and Engage! —– No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t [more...] Are you looking for ideas to make quota in 2011? The author of this blog just finished the book. Shift: Harnessing Trigger Events that Turn Prospects into Customers. Great book and important content too. My knock of most sales training is it is based on a false assumption – that you already have a prospect with pain. [more...] How quickly you respond to trigger events goes a long way to determining your success. Events happening at your prospective buyers is the ultimate door-opener. iSell now delivers trigger events in your territory, right in your inbox. A sample is below. Wouldn’t this info be invaluable when you come in in the morning? Trigger Summary… FORM 8-K: COURIER FILES CURRENT [more...] If you are a sales leader, you know that events beyond your control drive the buying decision. So OneSource is pleased to present this free webinar on January 26th at 9:00AM pt/12 noon ET. What’s your plan for using three powerful sales tools – trust, timing & technology – to get more prospects to choose you [more...] |
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