As Jill Konrath points out in Ease Your Prospects’ Decision Making and Win More Sales. Sales Training. Train Sales Force. When wooing Ms. Prospect, you may be tempted to “swing for the fences” and propose a huge project. With a large project, you can solve all her problems. And then there’s the big fat fee you proposed. Don’t do it. You’ll strike out. Instead, start with a small project. Just get on base. Once you’ve proven yourself, you can go for doubles and triples. Eventually, you’ll cross home plate. Big Projects = Big Problems. Attention Deficit Disorder). If Ms. MORE >>

” After a career in sales and marketing, including senior positions at two Fortune 100 companies, Lynne had two goals: to be her own boss and to help women. Lynne Smith personifies the term “perpetual motion” She has a breathtaking array of business development activities. She networks. She writes. She speaks. She coaches. She volunteers. But Lynne is not a hamster on a wheel, running faster and faster but going nowhere. successful financial advisor with a major investment firm, she is definitely going places. Lynne is a model for all of us. brand. Lynne is different. MORE >>

The reliance on clients is even more dramatic when you add in the “somewhat successful,” those who were at 2007 levels or met their sales goal.  This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. at 32%. MORE >>

The reliance on clients is even more dramatic when you add in the “somewhat successful,” those who were at 2007 levels or met their sales goal.  This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. at 32%. MORE >>

The merger is called a “trigger-event” in sales parlance. Sales – New Sales Channels, training the sales force on new products. Marketing & Sales. New or lost sales channels or partnerships. The biggest challenge for sellers is finding relevant sales intelligence. Let’s say you’re a sales training consultant focusing on Fortune 1000 companies.  The appointment of a new sales VP is a “trigger event” for you. This is a quiz. This is Harry Jones. m an organizational development consultant. Please call me at 123-456-7890”. Thanks’. MORE >>