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By Kendra Lee, President, KLA Group We thank Kendra for this great article. Her contact info is below and the permalink for her original post is here. Early in a new year is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and [more...] Customers hate being giving a hard close. So when I saw Jill’s post, I though “you really ought to hear this.” (Jill’s bio follows the article.) __________________________________________________________________________ “My salespeople need to get better at closing,” the Vice President of Sales said to me shortly after I arrived in his office. If I’ve heard that line once, I’ve heard [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...] Guest post by Kevin Temple of Enterprise-Selling. A special post just for the B2B Sales Lounge. Thanks, Kevin. There are many signs that the economy is turning for the better; the Dow Jones index is at a three year high, consumer spending is also at a three year high and from my own perspective, my entire [more...] I found this post at Miles Austin’s great blog Fill the Funnel. To read the original post, please visit: The Invisible Sales Rep. We thank Miles for giving us permission to reuse his great post. This post was particularly interesting to me because of my online presence and the fact that 8 out of 10 buyers claim [more...] by Ron Karr (bio and contact info at end) When you call customers or prospects do you leave a rambling, boring or informal message? Or even worse, do you simply hang up if they do not answer? “Maybe that’s why these people (and maybe even some of your friends!) don’t call you back,” says Ron Karr, business [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...] Kevin Temple of Enterprise Selling is a good friend of the B2B Sales Lounge. With the recent difficulties in the selling environment, we thought this article would be timely and helpful. If your interest lies in improving the flow of quality sales leads, check out iSell and our other blog, Fearless Competitor. ____________________________________________________________ The Phoenix Effect Looking back [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...] The author of this blog shares some thoughts about the guest post by Jill Konrath that appeared here on Tuesday, February 1, 2011. The main point, to behave as if the prospect is already a customer, is greatly assisted by the insight you get from tools like iSell by OneSource. |
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