Here is a short list of some books I’ve found useful and recommended to my sales teams: From Vendor to Business Resource – Jerry Stapleton,
Raving Fans – Ken Blanchard
Spin Selling – Neil Rackham
Swim with the Sharks without Being Eaten Alive – Harvey McKay
Who Moved My Cheese – Spencer Johnson
Customers For Life – Carl Sewell
Question Based Selling […]
Listed in : Sales Management
2 Right 2 Left Prospecting
If you are doing business in an area of town, an office building or an industrial complex, you should always take 10 minutes and visit each 2 companies to the left and right of the company you are there to see. If you keep some information packages in your car, you will […]
Listed in : Prospecting
3 Wide 3 Deep
Expand Your Knowledge and Sphere of Influence
With any account or prospect there is almost always more than one point of contact that you can be working with. The goal of this program is to find as many of these people as possible to increase your penetration and ownership of the account. By […]
Listed in : Prospecting
The idea of the VITO letter comes from a mid-nineties book by Tony Parinello called Selling to VITO. VITO stands for Very Important Top Officer. Basically, the VITO letter is supposed to get you in front of that hard to reach executive. Whether or not you believe in the effectiveness of Parinello’s version of the executive letter, […]
Listed in : Sales Management
I read a book review in the Globe and Mail on a book from an author named Seth Godin called Small is the New Big. In the review the author is quoted, and I wanted to share the quote with you:
“Hard work is about risk. It begins when you deal with the things you would rather […]
Listed in : Prospecting
360 degree feedback survey’s are a great way for managers to solicit feedback from their boss, direct reports and colleagues. The purpose of a 360 degree feedback survey is to help managers learn more about their perceived strengths and weakenesses and ultimately to identify opportunities to be more effective.
For The Business, 360 degree feedback surveys offer […]
Listed in : Sales Management
How many times have you checked your e-mail today? Do you look at each new message as soon as you see the notification, even if you suspect it’s nothing important? If you’re like most workers, you’ve probably checked your inbox dozens of times already.
How much time do you think you lose every day to checking […]
Listed in : Sales Technology
Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don’t even bother to get upset. I know most sane people would dismiss it.However, here’s one I’ve seen at least three times within the past month, each attributed to a different person, each time in a different publication or […]
Listed in : Prospecting
My company uses Salesforce.com as our Customer Relationship Management (CRM) tool.? I was going to write a positive?review on my experience with salesforce.com, however Sf.com does a much better job of showcasing their product. Instead of an article, I offer this link which contains analyst CRM reviews, CRM white papers and CRM case studies:
http://www.salesforce.com/products/analyst_research.jsp
I haven’t […]
Listed in : Customer Relationship Management (CRM)
I’m in the process of recruiting for two open territories. Below are a few of the questions that I’ll ask in an interview, in no particular order. The bullets are potential follow up questions.
What does a great day selling look like?
How many face to face calls, telephone calls happen in a great day?
How do you […]
Listed in : Sales Management