Small Business Resources, Business Advice and Forms from AllBusiness.com
Home   Finance Resource Center   Entrepreneurship: The Next Generation   Businesses for Sale  Shop Legal Forms  Small Business Blog  

Business Bloggers

How-to advice, analysis, and commentary from experts in all areas of business.
Become a Blogger

Five Most Recent Posts

Interactive Blogger Map
Use our interactive map to figure out where Bloggers are located

View AllBusiness Bloggers in a larger map

Forms and Agreements

 

How to Achieve Your Goals

Interview with Maura Schreier-Fleming, AllBusiness's Women in Business Advisor

Sales Blog

Find processes, tools, and a good dose of inspiration from some of the best in the business to assist sales teams and individuals to thrive now and in the future.
paul mccord_80 Paul McCord
maura schreier-fleming_80 Maura Schreier-Fleming
View All Sales Bloggers Bloggers
T T T
art_advisor Contactart_email Emailart_newsletter RSSart_archives Archives
Latest Posts

3 Steps to Getting High Quality Referrals From Your Clients
September 01, 2010, 2:00 PM
Just asking for referrals won't get you the referrals you want. Implement these steps and you will get tons of great referrals.

Please, Seller, No More Lies
August 31, 2010, 11:15 AM
Are you trying to deceive prospects by the language you use?

Paint a Mental Picture of a Successful Sales Transaction
August 26, 2010, 3:55 PM
Both salespeople and customers respond strongly to non-verbal communication.

The Power of the Press Release
August 25, 2010, 10:40 AM
Free publicity that's far more powerful than the most expensive ad you can buy and you're not using it? Shameful.

If It’s Not Working, Do Something Else
August 19, 2010, 2:20 PM
Are you on track to make your goals? I certainly hope so. But, if you’re not, you probably would like some ideas on some better solutions to implement. What you can control can produce more for you in selling.

On Being an Optimistic Realist
August 19, 2010, 11:00 AM
Are your sellers infected with a perverted version of optimism? If so, don't expect a lot from them.

7 Habits of Highly Successful Sales Professionals
August 12, 2010, 3:35 PM
Successful salespeople are different. That's what I've noticed. You may have noticed this in your company, too. These behaviors seem to work for them. Don't you think they should work for you, too?

Mark Twain Was Right--Numbers Do Lie
August 10, 2010, 11:40 AM
Are you running your sales team and hiring salespeople by the numbers? You better think again.

You Still Can Do It
August 04, 2010, 12:55 PM
Did you decide to exercise more this year? Every year 40 to 45 percent of Americans make New Year Resolutions. Research shows that by February first, 30 percent of them throw in the towel, and more than half have fallen ...

Great, You're Dealing with Your Self-limiting Beliefs, but What About Your Self-destructive Habits?
August 02, 2010, 9:10 AM
If you're dealing with your self-limiting beliefs but not working on your self-limiting habits, you're not winning the war.


 Previous

Search the Business Blogs

Latest Comments in Sales Blog posts

Numbers are important ? especially in sales ? but they aren?t everything. Salespeople who go above and beyond to close deals and retain customers may not have the most consistent numbers coming out of the gate, but their efforts can pay off for a company in the long run. Those with a desire to bring old accounts back in, for example, may see a drop in numbers initially that can belie their efforts. As this article points out (http://www.upyourservice.com/learning-library/customer-service-contact/long-forgotten-stir-old-accounts-back-to-life), there?s much more to effective sales than just focusing on new business.
By: Julie-Ann on 8/31/10 at 6:31 AM
Mark Twain Was Right--Numbers Do Lie
What a fantastic post! You are absolutely right that if salespeople leave a positive impression, they will reap the rewards. As this article (http://www.upyourservice.com/learning-library/customer-service-standards/peach-pie-with-your-scuba-dive) points out, small measures can go a long way in making sure customers enjoy and remember their positive experience.
By: Julie-Ann on 8/28/10 at 12:30 PM
Paint a Mental Picture of a Successful Sales Transaction
Something usually overlooked in training is whether or not the new behavior stuck with the trainee. Too often trainers do a disservice by passing out a smiley face evaluation at the end of the session, when the training department ought to be determining whether there was a behavioral change that stuck. If not, try something different. If there is measurable change, then consider expanding the training to others.
By: Glenn Ross on 8/25/10 at 5:00 PM
In Sales Training New Doesn't Necessarily Mean Better
Brian,

Thanks for the response. Although I use and advocate using social media as a form of networking, I do believe that the overheated rhetoric and the hyped promise of Nirvana advances only those proclaiming themselves to be Social Media gurus who for only X number of dollars will turn your crappy little business into the next Google.

Yes, to an extent the marketplace has changed. But we've seen this before. With the advent of the telephone it was predicted we'd never make an in-person presentation again. With the advent of TV it was predicted we'd only have video conferences. The fax meant the death of the post office. On and on--yet in reality little changed. This revolution will add, not take away. We'll have new tools to enhance, not replace our old ones.

Beyond that all one needs do is surf the internet and you'll find hundreds of websites that are nothing but squeeze pages with breathless hype about the unbelievable results on a new web-based referral tool or sales system or copywriting system or whatever that will change your life. Just sign up for our free newsletter and you'll have a chance to purchase this incredible system today for only $895--limited time offer.

Paul
...
By: Paul McCord on 8/2/10 at 9:12 AM
In Sales Training New Doesn't Necessarily Mean Better
Hi Paul, interesting post. I do agree with you that many of the "New and Improved" Sales techniques are nothing more than gimmicks and ways for people to make money on books and products. However, with the changes in technology and the availability of information to consumers the approach to sales and marketing is changing. Now, the principles might be the same as the "old school" way of sales, however, the execution is quite different. For example, cold calling and newspaper ads are becoming less and less effective, while Google adwords and social media are becoming more effective. You do not cite specific examples of "new techniques" and I would be interested to hear what specific techniques you think are nothing more than hype.

Thanks

Brian Kuepper
...
By: Brian Kuepper on 7/30/10 at 11:49 AM
In Sales Training New Doesn't Necessarily Mean Better

View More Posts From:

2010
2009
2008
2007
2006
2005
2004

Browse Business Bloggers Categories

Site Map | Contact Us | FAQs | About Us | RSS Directory | Newsletters | Disclosure Policy | Media Kit

Copyright © 1999 - 2010 AllBusiness.com, Inc. All rights reserved.
No part of this content or the data or information included therein may be reproduced,
republished or redistributed without the prior written consent of AllBusiness.com.
Use of this site is governed by our Copyright and Intellectual Property Policy, Terms of Use Agreement and Privacy Policy.

Get In-Depth Company Information from Hoover's | Buy a D&B Credit Report | What is in Your Company's D&B Credit Report?
View All D&B Sales & Marketing Solutions | Get Email Lists from D&B Professional Contacts | Build Mailing Lists from Zapdata | Company Profiles
Information and opinions on AllBusiness.com solely represent the thoughts and opinions of the authors and are not endorsed by, or reflect the beliefs of,
AllBusiness.com, its parent company D&B, and its affiliates.