In my own experience as a Fortune 1000 franchise operations executive, I learned that “Local Wins” in B2C. The public strongly prefers to buy from a local source: they will phone a local area code instead of a 1-800 number. Sometimes we had franchise offices on opposite sides of the […]
Blog
20 posts
I spoke with author Eddy Ricci, Jr., about The Growth Game and his experience training fellow Gen Y salespeople. His company of the same name, provides Gen Y the skills necessary to optimize their results. We learn from Eddy that Gen Y: requires more consistent feedback in the workplace learns […]
Monika D’Agostino and I discussed her experience as a consultative sales trainer, and trends she has seen in sales training. Her eight month sales training certification program may sound long term, but it’s why she’s been successful. New habits take 30 days to ingrain, as any personal development coach will […]
I spoke with sales process developer Richard Ruff, who has three decades of experience with large scale sales training projects for Fortune 1000 companies. His concentration is not upon a specific skillset, but rather how salesforces can adapt to changing markets and buyer behavior. You might recognize his clients, some […]
I’ll still be posting significant events, interviews etc. here, but I want you to know that I’m now running a daily sales tips blog at http://www.salestactics.org. It’s free, fresh content is posted daily, and we have tactics and downloads. I welcome you to visit, comment–even or especially if you disagree […]
Two years have passed since my last interview with Boston-area sales force developer Dave Kurlan–and he agrees it’s felt like a much shorter period! Today we talk about his recent article in Top Sales magazine, downloadable here (starts on page 16), and the topic of prospecting by phone. Dave and […]
One of America’s top copywriters, Bob Bly, speaks with Jason Kanigan about how new copywriters can find and close new clients. We discuss: What ‘bait’ you can use to attract potential clients, and how to get traffic to it How to make sure your first clients can afford a $1000 […]
Recently I responded to an inquiry asking if I would make a sales aptitude test to assess sales job candidates prior to interviewing. The prospect’s idea was that I would use my experience to develop some questions that would “smoke out” how good or bad the candidate was at selling. […]
That’s right: October 30th and 31st, “Why Cold Calling DOESN’T WORK” will be ABSOLUTELY FREE on Kindle! You’ll learn the key reasons why people fail and quit in their attempts to conduct this prospecting activity… …and how to turn these around. Click here to get your copy.
I get this question frequently: “When should I call tradespeople?” It took me a year to understand this, working as a credit manager for a national electrical wholesaler, but your typical tradesperson is halfway up a ladder, juggling a tool in one hand a the cell phone in the other […]