Archive for 'Blog'
Is Social Networking Having an Adverse on the Sales Profession?
Posted on 22. Apr, 2010 by SalesAnimals.
With the massive growth of sites such as LinkedIn, Facebook, Twitter, My Space, and You Tube, are we in danger of instigating a gradual loss of the skills and competencies that are vital to a successful salesperson?
As with all technological developments there are positive and negative outcomes, and the positive benefits of this element of [...]
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Sales Commissions May Not Be The Best Way To Motivate Your Sales Department
Posted on 21. Apr, 2010 by SalesAnimals.
Yes, paying sales commissions is the standard. Almost every sales department has such an incentive. But, is it really the best way to go?
If you have trained your sales force well and given them the tools they need to succeed, it may be more effective to remove sales commissions and pay quarterly bonuses based on [...]
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Secrets of Selling to Procurement Part 2
Posted on 12. Apr, 2010 by SalesAnimals.
Cracking the Code Part 2
If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.
In part one of this three part series on the secrets of selling to [...]
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How These Four Sales Management Tips Can Reverse the 20-80 Productivity Rule For Your Sales Team
Posted on 07. Apr, 2010 by SalesAnimals.
The 20/80 rule (Pareto’s Principle) abounds in life and in business. This is a pretty scary statistic as noted by Tom Stein in a posting at the AllBusiness website specific to sales. In his article, he provided five (5) steps to build a powerful and effective sales team where the goal to increase sales is [...]
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The Best Source of Sales Tips and Techniques for Sales Professionals
Posted on 07. Apr, 2010 by SalesAnimals.
Where does an experienced sales professional find a new sales tip or find a fresh technique for improving some area of their sales? Where does someone who has had loads of sales training and years of first hand sales success go for something really valuable to help them continue to improve their [...]
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3 Steps to Create Value Building Opportunities
Posted on 07. Apr, 2010 by SalesAnimals.
Technology enables companies to implement new business strategies so they can capture opportunities created by changes in the market. This is the essence of every technology value proposition. To build value around your solution you need to understand how market change is impacting a customer’s business and how your technology solution [...]
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Secrets of Selling to Procurement
Posted on 29. Mar, 2010 by SalesAnimals.
Cracking the Code Part 1
If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.
In part one of this three part series on the secrets of selling to procurement, Joe [...]
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Coping with Unemployment Stress – The 7 Steps
Posted on 26. Mar, 2010 by SalesAnimals.
Becoming unemployed often means more than losing your job. As the initial shock begins to wear off, you may very well start to experience emotional and financial stress. Worse yet, as this stress builds within you, your unemployment may affect your relationships with family and friends. The longer unemployment lasts, the greater the stress may [...]
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Train on Selling Or Die Telling
Posted on 26. Mar, 2010 by SalesAnimals.
Is it just me or are there still a huge amount of people who simply refuse to adapt in the new economy? Still with the smouldering embers of recession around us it seems that too many people are unwilling or unable to retrain themselves to adapt to the macroeconomic climate of 2010 [...]
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Are You Giving Away Too Much?
Posted on 26. Mar, 2010 by SalesAnimals.
During this season of giving, I want to address the other side of the coin. I believe in generosity, as you know, but some of you are giving away too much.
Here’s what I mean. Let’s say you’ve just received an offer to speak. What’s the first thing that you think? If you’re [...]
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