Sat, 21 Nov 2009 22:36:44 PST http://www.allbusiness.com/3780395-1.html AllBusiness.com - The Executive Sales Coach en-us Copyright 1999-2009 AllBusiness.com All Rights Reserved. http://www.allbusiness.com/asset/image/general_site_image/3472344.gif http://www.allbusiness.com/3780395-1.html 46 144 http://www.allbusiness.com/company-activities-management/sales-selling/13424995-1.html http://www.allbusiness.com/company-activities-management/sales-selling/13424995-1.html 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, and what you are selling. Instead of feeling that the intention of prospecting is to get a sale, provide a demonstration, submit a proposal, or schedule an appointment, the initial intention of prospecting is to determine if there's a fit worth pursuing. While this ... Fri, 20 Nov 2009 05:05:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling/13419221-1.html http://www.allbusiness.com/company-activities-management/sales-selling/13419221-1.html 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 avoid wasting time when meeting with the wrong ones. What follows is his initial inquiry and my response, which I felt important enough to share with you, as many salespeople seem to be struggling with this very issue today. That is, "When cold calling, exactly how much ... Mon, 16 Nov 2009 09:50:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13415697-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13415697-1.html 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 is far different. So, what actually happens when a salesperson takes a prospect out on the golf course? Any good salesperson knows that deals just don’t fall out of the sky. Follow Landslide’s sales guy as he puts up with his difficult prospect and tries ... Thu, 12 Nov 2009 03:40:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13415693-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13415693-1.html 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 Zig Ziglar is hosting on November 17, absolutely free. Thu, 12 Nov 2009 02:25:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13412392-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13412392-1.html "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 help individuals and companies determine whether it makes sense for them to become part of the Twitter universe or, twitterverse. Here are a handful of those questions: ... Tue, 10 Nov 2009 10:00:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/13412389-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/13412389-1.html 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 competitive market. Tell us about the salesperson in your network or company who you feel deserves the limelight.Nominate Your Top Sales Star! Tue, 10 Nov 2009 07:45:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997591-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997591-1.html 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 it relates to how you can best support your people in a way that achieves the results you want and need. Thu, 22 Oct 2009 10:00:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling/12997514-1.html http://www.allbusiness.com/company-activities-management/sales-selling/12997514-1.html 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 the void that exists between the person and their goal. As a coach, it's your responsibility to identify and fill in this gap. The question is, what exactly do you use to fill in this gap - do you coach them, train then, advise them or flat out just give them the answer? Here’s the second ... Mon, 19 Oct 2009 09:05:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997453-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997453-1.html 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, it's your responsibility to identify and fill in this gap. The question is, what exactly do you use to fill in this gap? Part of the reason why identifying the gap is such a critical starting point in coaching is this; you must first determine whether the issue at hand is, in fact, a ... Thu, 15 Oct 2009 09:00:00 GMT http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997364-1.html http://www.allbusiness.com/company-activities-management/sales-selling-sales/12997364-1.html 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 can coach someone on, from a tactical perspective is actually the easy part. It's uncovering the who or the often very elusive and limiting thinking or outlook they have which is ultimately showing up in their actions and behavior that is the tricky part. Demonstrating this ... Mon, 12 Oct 2009 09:30:00 GMT