ViewPoint
MAY 23, 2011
Is that person still in that job? Can I reach the person via this phone number? These new response databases are looking to be a valuable prospecting resource for B-to-B marketers. The main concern we hear about is accuracy. Is the data correct? Will my mail be delivered? Another problem area is coverage.
ViewPoint
OCTOBER 24, 2013
Define Your Personal Brand. Click to start video at this point — When Jill is coaching new sales reps in the all-important first three months of training, she said she tells them to focus on defining their personal brand — in particular on their Twitter and LinkedIn pages — and becoming a social employee. Connect and Amplify.
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ViewPoint
AUGUST 29, 2013
A referral means you have respect and confidence in the person, service, or solution that is being offered. The 9 tips shared in this article can help you learn how to become the type of person that attracts referrals—the ultimate compliment in business. Do you have a resource from your sphere to share?
ViewPoint
MARCH 11, 2014
Click to start at this point — I asked Joanne about what goes into a referral, and she said that knowing someone only through LinkedIn—and never having spoken with them over the phone, much less in person—is not the way to get a good referral. A referral is personal and “hot.” It does, but only to the extent that it makes them “warm.”
ViewPoint
DECEMBER 14, 2016
If you wait to position a sales person into the deal until timing and economics are known, you have very likely waited too late. I think that ADOPTED is a big improvement over BANT and ANUM, but I would caution against disqualifying opportunity on the basis of the potential deal missing one or more ingredients.
ViewPoint
DECEMBER 10, 2013
Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be. Here is the full video of our discussions and below are some highlights.
ViewPoint
APRIL 18, 2013
Busting The Personality Myth About Sales People. Waldschmidt adlibs The first thing every sales person should do is get the s kicked out of them. Do you have a resource from your sphere to share? Selling needs to be a focus at all levels of your business, including the street, middle and executive levels. Via Selling Power Blog.
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