Pages:
- About Us
- Archive
- Blog
- Coaching and Mentoring
- Consulting / Services
- Contact US
- Data? I need Data? – continued
- Donna is slacking off… Chapter 3, continued
- Enterprise Companies
- Executive
- Government / Public Sector
- Job Opportunities
- Leadership
- News
- Newsletter
- Nonprofit / Charities
- Other Functional Leadership
- Outsourcing
- Partners
- Resources
- Sales
- Sales Leadership
- Sales Operations
- Sales Rep Rules
- Sales Representative
- Small & Medium Business
- Start Up Firms
- Welcome to Group 19
- What have I done? Continued
- Why Choose Group 19
Categories:
Authors:
- Brian (140)
Monthly:
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- June 2011
- April 2011
- March 2011
- February 2011
- January 2011
- December 2010
- November 2010
- October 2010
- September 2010
- August 2010
- July 2010
- June 2010
- May 2010
- April 2010
- March 2010
- February 2010
- December 2009
- November 2009
- October 2009
- September 2009
- August 2009
- July 2009
- June 2009
- May 2009
- April 2009
- March 2009
- February 2009
- January 2009
- September 1990
Recent Posts:
- Pinterest, will it help me sell more product?
- Rule 30 – Hope is not valid sales strategy
- More, not so secret ways to Grow Your Business
- Fiverun – Casual Business Apps for the Tablet
- Rule 29 – Don’t go casual with your clients
- Sales Hiring – Announced this week
- Sales Cure All – Mark Cuban
- Rule 26- Regardless of past success, your manager will always ask, “What have you done for me lately?”
- One, not so secret way to Grow Your Business
- Rule 25 – Trust is not a suitable replacement for preparation and study
- Chapter 3 – Donna is slacking off.
- Security / Forensics – Exciting Capabilities at NetSentry and Guardian Digital Forensics
- Rule 23 – If your sales approach relies on email and unsolicited proposals, expect the better sales person to win over the better writer every day.
- Email is a problem – I’m just saying…
- Rule 22 – If your sales tactic is to refer your prospects to your web site for more info, expect to be superfluous soon.
- How to drive Small Business Growth
- Tierra Ideas – an ECO firm turning recycled material into fashion
- Bridal Button Bouquets – Exciting new alternative to flower bouquets
- Flood in Thailand impacting PC Shipments
- Coke Freestyle Machine, will it increase sales?
- Chapter 2 – Data? I need data?
- Must you always sell to a need?
- Rule 20 – Your solution idea isn’t worth diddly squat until the customer believes it their own.
- The Receptionist models her behavior from the CEO
- Rule 18 – You must be unique
- Veterans and Unemployed – Can We Help?
- Are you “effort” testing your commission payments?
- Rule 15 – The most important word to a client is their own name
- Is this the beginning of the end for RIM?
- Rule 14 – The more you talk about your Product the more you show how little you know about your prospects needs.
- “Walden Today” by Wayne Thomas – work deliberately, live simply and stay free
- Total Cost of Ownership (TCO)
- iPhone 4S Sales Setting New Records
- September Retail Sales up 1.1%
- Rule 7 – A comp plan written like a contract will require you to behave like a lawyer.
- Rule 12 – Normally, but not always; finishing at 150% of sales target means your small transgressions will be forgiven.
- Chapter 1 – What have I done?
- Are you growing Leaders?
- Rule 58- Negotiating your exit terms is most often better done on your entrance
- Rule 59 – Remember, those who didn’t participate in the sales effort, will be the first to point out your mistakes.
- Manager Attributes
- Rule 65 – Rare is the Sales Rep eager to share secrets – but common is the sales rep who eagerly seeks your secrets
- Rule 73 – It’s Often Easier to Ask for Forgiveness than to get Permission
- Are Small Businesses seeing weakening sales?
- Rule 43 – Your customers loading dock is a good location to gather competitive information.
- Rule 54 – Waiting for your competition to fail, then riding in on a white horse – only works in the movies.
- Rule 67 – Selling is not just about likability, relationships and warm handshakes – it is also about the hard work of analysis, preparation, research, and study
- Rule 27 – Tactics can change without much penalty, change the strategy and it may cost you the deal.
- Transparency, a replacement for trust?
- Provide the Customer what they can’t get anywhere else.
- Are your Customer Service Reps Killing your Business?
- Sales Compensation Plans
- Keep “Sales” in the Sales Meeting – or don’t bother meeting
- Rule 13 – A Sales Rep that offers a solution before understanding the problem has no credibility and a short sales career.
- Rule 8 – You can stop selling when you get the business – but not before.
- Rule 3 – Courtesy is given, respect earned, and trust awarded. They happen in that order. Violate any single one and you start over
- Rule 4 – Buying Decisions have both Logical and Emotional elements – Your Sales Strategy Should too
- Rule 1- Always Under Promise and Over Deliver (UPOD)
- Lease – Capital vs Operating
- Rule 5 – If you don’t act like a sales person, don’t expect your prospect to act like a buyer.
- Rule 9 – Expect the Customer to treat you like an Executive only when you first act like one.
- Rule 24 – You have 2 ears and 1 mouth, use them in that proportion.
- Rule 21- Often people confuse kindness with weakness.
- Rule 19 – No sales rep or their spouse is the same after depositing the first commission check with 4 zeros ($ x0,000)
- Rule 62 -Some people are astronauts, and others astronomers.
- Rule 46 – Selling is not an adversarial exercise.
- Rule 52 – For your proposal price, add a zero for each special title that follows your customers name.
- Rule 61 – If your customer talks a lot about sports, family, weather, etc, they want to avoid giving you the bad news.
- Rule 47 – Let sleeping dogs lie, especially if they are the gate keepers to the mahogany offices.
- Rule 10 – As predictable as the sun rise, your territory will shrink and your sales target will be larger every year.
- Time Value of Money
- Rule 17 – Those who claim to be decision makers will hide evidence to the contrary.
- Rule 79 – Always make a last minute pit stop before your customer calls. It will prevent the customer from concentrating on your lunch stain instead of your presentation.
- Financial Statements
- Rule 66 – When standing in a sea of alligators, it is easy to forget you’re there to drain the swamp.
- Rule 11 – Never leave your earnings in the hands of someone else. They don’t grip as tightly as you
- Rule 35 – Never take a knife to a gun fight, or your bozo boss on a critical sales call
- Rule 28 – If your territory shrinks, so will your earnings
- Rule 36 – Sell with absolute conviction – then repent after the win.
- Rule 2 – The job is only as bad as the manager.
- Rule 39 – Finding a room full of customers when you were expecting 1, means your deal just slipped 2 weeks per attendee
- Rule 64 – A customer that “shops” your competitors deal will eventually “shop” yours.
- Rule 57 – What your customer says unflattering about your product, was what your competitor told them.
- Rule 16 – Those who ask for the business, get it more often than the ones who don’t.
- Computing Security – It just makes sense
- Rule 6 – If your comp plan is confusing so will your Pay stub
- Seeking comeback, Silicon Valley workers offer to work for no pay
- Rule 72 – No good deed goes unpunished.
- Depreciation
- Small Business Growth
- Rule 78 – Clouds with silver linings require you to stand on someones shoulders to reach.
- Rule 55 – Don’t ever confuse selling with installing.
- Competition – it’s everywhere
- Rule 82 – If your customer has a dusty collection of trade show trinkets, expect your proposal to join them.
- Rule 92 – Your odds of winning that surprise RFP fall proportional to its size, starting at 25%.
- Rule 101 – If your demo jock doesn’t have time to prepare with you, bring a barf bag for the “show up and throw up” demo.
- Do You Secretly want to be an Attorney?
- Watch the body (language)
- Start-Up Firms – If you build it, will they come?
- Picking a Sales Channel
