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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...] This is the special post just for the B2B Sales Lounge, by the author of this blog. I was invited to read and review the book RainMaking Conversations by Mike Schultz and John Doerr. As a top expert in sales, the authors invited me to submit a review for the book release this April. We’re also [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...] Helping You by Bringing You the Best in Sales We’d like to take a moment and recognize the great sales talent who have contributed to the B2B Sales Lounge. It’s a Who’s Who of Sales. Miles Austin, Fill the Funnel 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...] I hate pushy people at parties, with a “look at me” approach. This is why you ought to read this great post from the RainToday blog. ______________________________________________ You’ve been invited to a party where you will be socializing with executives from companies you’d like to add to your client list. Do you use the event [more...] By Jill Konrath (who gave us permission to use this article. thanks Jill!) See below for Jill’s contact info. Also, Jill’s a great speaker – for your next sales meeting. That link is below too. __________________________________ You know what your prospects are thinking — all the time? Every time you interact with them, they’re evaluating you [more...] |
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