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The Executive Sales Coach

Closing the sale, mining for prospects, and just getting in the door. We'll show you how to excel at every aspect of the selling profession.

Go to the Sales Center for more advice, feature articles, and other resources to help you and your staff close important deals.
Latest Posts

Are Salespeople Asking Prospects the Wrong Questions?
July 01, 2009, 5:25 AM
"Are salespeople asking their prospects the wrong questions?" The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product ...

Before You Qualify Prospects Using Better Questions, First Make the Questions Fit For You
June 26, 2009, 10:15 AM
Looking for the ultimate fix and perfectly flawless solution quickly becomes a diversionary tactic and justification of your current performance, as well as an excuse why you do not have to change you ways or try something new.There are very ...

My Blog Voted Top 100 Blogs to Boost Your Sales Skills
June 26, 2009, 9:35 AM
"Top 100 Blogs to Boost Your Sales Skills." Looks like my blog has been included in this list.

When and How to Ask for Referrals
June 25, 2009, 3:45 PM
To complement my last blog where I shared some valuable tips on how to generate more referrals, I felt we needed to get even more tactical by revisiting the positioning, language and the dialogue you need to be mindful of ...

Tony Alessandra Week on CanDoGo - Generate More Referrals
June 25, 2009, 3:40 PM
Here's one tip in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for all companies and salespeople. Here are some best practices when it comes to asking for referrals.

The Seven Types of Prospectors -- Get Your Copy of This E-Book for Free Today
June 17, 2009, 9:00 PM
What kind of prospector are you? Although developing a unique, personalized approach to prospecting is encouraged, there are some pitfalls to be aware of and some communication styles to abandon that you may not even be aware of which will ...

My Meeting with Zig Ziglar – A Timeless Message Regarding the True Definition of Success and How to Achieve It
June 11, 2009, 5:20 PM
I had the distinct pleasure last week of sitting down and meeting with the master of selling and personal development, the often imitated but never duplicated, Zig Ziglar."Wow! What an amazing experience. What did he teach you that was new?" ...

My Afternoon with Zig Ziglar
June 11, 2009, 8:30 AM
Here's one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I'm fortunate to say we captured on video. So, keep your eyes out for those ...

PODCAST: Benchmark Best Sales Practices to Achieve Your Sales Goals
June 08, 2009, 11:00 AM
Sure, you can ask your prospects the more generic questions about the current products, services, solutions and venders they currently use. But what about the questions that facilitate a buying decision; the tougher questions that help you better understand if ...

PODCAST: Want Full Accountability Within Your Team? Coaching People to Become More Accountable
June 08, 2009, 7:00 AM
In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve this critical objective. (Oh, and did I ...



Latest Comments in The Executive Sales Coach posts

Thanks for the helpful tips in this article. There is some good info in here and as a small business owner, this is very helpful.
Another web site that has some great info about introductions and things of the sort is http://www.wbsonline.com/resources/category/management/ . Check it out!
By: Sara F on 5/25/09 at 9:02 PM
The Anatomy of a Cold Call – The Five Critical Objectives
I agree with you. Never let go until there is a confirmed next step. Thanks for the prospecting tip .
By: Derrick Hunter on 4/18/09 at 12:12 PM
Where Do Buyers Go When They Say, "I'll Call You Back?"
Keith, I just stumbled on this and found your perspective both fascinating and right on target. I've been reading, thinking and talking about this subject for quite a while as I'm currently focused in the Social Media tools marketplace and naturally (because I am one) have an affinity towards sales people. I've been considering the impact on this "2.0" noise for quite a while on what we as sales people need to do everyday.

Not only has there been a lot of discussion around Social Media and other "2.0" (soon to be 3.0) technologies changing the selling / buying process and the role of salespeople in general, there is a growing confusion about how to effectively utilize it. With this article, you've begun to address that very issue.

Tools are just that, tools. We must learn how to utilize them. But at the end of the day, it's still all about people working with people.
By: Steve Dodd on 3/18/09 at 8:03 AM
How Sales 2.0/Web 2.0 Is Diluting the Power of Interpersonal Communication
I agree with all of your points and would like to add that when determining your value make sure it is value that is critical to the success of the company. If a company is more concerned about retaining revenue and you are a killer rainmaker you may still find yourself on the outside looking in.
By: tony cole on 3/9/09 at 8:25 PM
Make Yourself Indispensable. How to Keep Your Job - Part 1
And I haven't even begun to tackle this topic and give it the due time it really deserves! So, I guess we need to first set a benchmark for what "normal and smart" actually look like! ;-)

After all, in good times you can succeed even in spite of yourself. Besides, you don't get tested on your good days, right? Only on your bad days does your true ability and character surface and reveal itself.

You know, like the blind squirrel can even find a nut? So could some of the worst salespeople. And when it comes to leadership, oy. Transparency has helped recognize those CEO's and executives who were more costly and toxic than their annual salary could justify. And they're fortunately no longer at the helm. (Or should I say, stuck with blinders on in their power tower or corporate jet... But I'll save this for another rant!)

The problem is, I'm not so confident about many of their replacements.

And the real issue is, are those involved have the sales mentality to drive innovation and change? I'm not so sure... Many just open up the P and L statement and flagrantly draw a line through anything that can easily be cut that doesn't interfere with 'day to day' operation. They just don't 'get it' when it comes to selling and where their true R.O.I. lies; within their people.

Which is why I'm sorry to say that things are unfortunately going to get worse before they turn around... And I'm the eternal optimist - but also the grounded realist.
By: Keith Rosen on 3/3/09 at 9:18 PM
CEOs Need to Get Their Heads Out of Their Assets

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