ARTICLE: Economy Changing Consumer Behaviors
By Gareth Schweitzer
Since the economy began its downward spiral into recession in early 2008, we have seen changes in consumer behaviors and habits. Studies have shown that mindsets have shifted and that the current consumer is a very different person than the consumer of several years ago. Many marketing research services have begun to create their own surveys and reports to gain insight into this new consumer that we are dealing with today. . . .
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ARTICLE: 7 Reasons Sales Managers Fail
By Colleen Stanley
Have you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Do you feel like you're doing everything you can and giving your all as a manager but are not getting consistent results? Read on to determine if you are a product of these 7 reasons sales managers fail . . .
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ARTICLE: The Little Rules Of Taking Action
By Leo Babauta
Too often we get stuck in inaction -- the quagmire of doubt and perfectionism and distractions and planning that stops us from moving forward. And while I'm no proponent of a whirling buzz of activity, I also believe people get lost in the distractions of the world and lose sight of what's important, and how to actually accomplish their something Amazing. . . .
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ARTICLE: The Most Important Button On Your Phone
By Mike Brooks
Listening is the number one skill of Top 20% producers. Their listening goes far beyond just listening though, because top producers actually hear what is behind what their prospects are saying, and they know how to ask clarifying questions to get them to reveal even more. Have you ever needed to ask directions? . . .
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ARTICLE: 7 Mistakes of the Self-Centered Salesperson
By Joe Crisara
A sales person like me may be the easiest person for a good sales person to sell to. Believe me, I've seen and heard a lot of sales presentations in my life, and unfortunately nearly all of them amuse, bore, repel, or anger me. I actually pity the people who use out-dated, scripted and ineffective techniques. Then I realize that what they say is a result of the poor information they have been trained with. Sometimes I even give them advice on how to best sell me if they are open to listening to me. . . .
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ARTICLE: You Can Sell Your Way Out Of Any Situation
By Tom Richard
When I was only ten years old, I remember waking up early one day to go fishing with my father at our family's cabin in Grayling, Michigan. When we arrived at the dock, my heart sank with the sight of about three inches of water in our small fishing boat from the heavy rain the night before. Many other fishermen were bailing out their boats with small buckets; I frowned at the thought of doing the same. My father smiled and simply told me to go ahead and get into the boat. . . .
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The Referral IQ Test: Would You Pass?
By Joe Crisara
Many people doubt the validity of getting referrals as an actual mix of their marketing. By accident, many people get referred by customers that love them. So let's face it, referrals start by doing great service that people notice. In my thinking, if you can make something happen on accident, then you can make it happen on purpose. As usual, the reason something doesn't work is usually screwed up in the beginning not at the point the problem is apparent. Let me go over the most effective way to get referrals. . . .
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ARTICLE: Costly Assumptions
By Keith Rosen
When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?" Whether it's around our sales efforts, during a conversation with our boss (and our kids) . . .
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ARTICLE: 5 Tips To Beat Your Competitors in a Recession
By Jeb Blount
CNN calls it issue #1. You cannot open a newspaper, turn on the TV, or even have a conversation with friends without talking about the economy and the "r-word" - recession. Doom and gloom are everywhere. And there is no hiding from the fact that trepidation in the market is having an impact on the paychecks of Sales Professionals across the globe. . . .
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ARTICLE: The Seven Roller Coaster Stages of a Start Up
By Rob Spiegel
Are you ready for the carnival ride of your life? Launching and building a business is a nerve-wracking journey that will change your personality and alter your very essence. You may succeed and you may fail, but the wild turns and gut-wrenching drops along the way are as predictable as they are frightening. Here's a quick sketch of the emotional ride of a business start-up. . . .
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ARTICLE: Clear Cut Goals Help You Win
By Tom Richard
Coaching little league football this year brought me back to when I used to play the game. It was not what I was remembering about the game that shook me so much as it was that I had forgotten about my days as a competitive athlete. With a few years under my belt since my playing days, I found myself looking at the game with a new perspective. I couldn't help but admire the simplicity of football, . . .
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