VIDEO: The Initial Goal of A Cold Call - Find The Fit Early Or Waste Precious Selling Time
November 20, 2009, 5:05 PM
Think about the intention or the end result of your prospecting efforts. It's probably not what you think. Rather than focusing all of your energy on making the sale, first determine if there's a good fit between you, your prospect, ...

When Cold Calling, How Do I Determine How Much Qualifying Is Enough?
November 16, 2009, 9:50 AM
I received the following question from a salesperson the other day who was struggling when it came to qualifying his prospects during a cold call. He was looking for an effective way to best qualify his prospects and how to ...

Landslide Video: Respect Sales! A Day On The Links With a Prospect
November 12, 2009, 3:40 PM
Landslide.com recently recorded a video for a series with the theme: "Respect sales." The idea is to show how sometimes people think salespeople have it easy; they get to travel, play golf, go on dinner outings etc. but the reality ...

Special Event: Free Webcast With Zig Ziglar Next Week - Embrace The Struggle
November 12, 2009, 2:25 PM
I want to pass along to you an invitation from Zig Ziglar which my friend, Tom Ziglar just informed me about that I'm excited to share with you. Next week, you can participate in a very special live webcast that ...

To Tweet or Not To Tweet? If That’s The Question, The Answer is - Know Your Objectives
November 10, 2009, 10:00 AM
"Should I be tweeting, Keith?" This question comes up more and more when speaking with clients. Since there are several factors to consider when answering this, my response to this question are additional exploratory questions that guide a conversation to ...

Today’s Sales Champions Deserve Recognition. Nominate Your Top Salesperson Today and Win!
November 10, 2009, 7:45 AM
It’s time to pay tribute to those sales professionals out there who are the ones that are driving the success within today’s companies. AllBusiness.com wants to honor the top-performing salespeople who are working hard to make a difference in this ...

Part Three: Determining When To Coach Your Salespeople, When to Provide Sales Training and When To Give Them The Answer
October 22, 2009, 10:00 AM
Here’s the third installment of the three part series. These three blogs detail how you can handle some common training and coaching scenarios that many managers find themselves in and the most appropriate approach to take in these situations as ...

Part Two: Determining When To Coach Your People, When to Provide Sales Training & When to Give Them The Answer
October 19, 2009, 9:05 AM
As a recap from Part One, "Do I Coach Them or Train Them?" when coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be. It's ...

Do I Coach Them or Train Them? Determining When To Coach Your People and When to Train Them - Part One
October 15, 2009, 9:00 AM
When coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be. It's the void that exists between the person and their goal. As a coach, ...

What Do You Coach? Coach the Gap
October 12, 2009, 9:30 AM
The most common question I hear from managers just starting to shift from manager to coach is, "How do I recognize where it is they need and could benefit from the coaching most?" Actually, covering the specifics of what you ...