Sales
Facts always win, right?
By Seth Godin
If you’re selling a business to business service and you can prove that it’s better, that it delivers more value, that it’s cheaper or more durable or more efficient, shouldn’t that mean you will close every sale?
Even hard-headed business people end up buying the thing they want, not the thing they necessarily [...]
SALES MANAGEMENT CHECKLIST
By Jack Daly
SALES MANAGEMENT CHECKLIST
Rank sales staff performance and deal with poor performers
One on Ones with each Sales Professional minimum monthly
Sales Meetings twice monthly min
Recruiting basket of at least 20 we are courting
Recruiting courting process built around a touch system
Recruiting interviews ongoing
Inspect the baskets (pipeline mgmt) min monthly
Inspect key activities of Sales Professionals
Progress reviews at [...]
How big is your farm?
By Seth Godin
If you own a lot of acres but just have a few bags of seed, you might be tempted to spread out what you’ve got and cover as much territory as you can. Farmers tell me that this is wasteful and time consuming. You end up with less yield and more work.
Marketers face [...]
HIGH PAYOFF ACTIVITIES in Selling
By Jack Daly
HIGH PAYOFF ACTIVITIES – This month’s opening piece is a follow-up to last month’s piece on “Quit Griping”. More and more companies and sales people are complaining about a drop-off in their sales levels. Whether this is occurring at the CEO level, the Sales Manager level or the Sales person level, the dialogue [...]
MAKING RESULTS HAPPEN – IT'S ALL ABOUT YOU
By Dan Larson & Dave Wilens
Even in a tougher economy… buyers ARE still buying. More business IS out there for you to win. Being reactive or proactive in the little things you do as a sales pro makes all the difference in boosting your results.
Reactive = curl up and wish things were better.
Proactive = commit [...]
The difference between marketing and sales
By Seth Godin
Marketing tells a story that spreads.
Sales overcomes the natural resistance to say yes.
If you don’t pay the salesforce (because you go direct, or you go free), then who is going to do that for you? The only answer that occurs to me is, “your users/fans/customers.”
This means that a critical element of any strategy [...]
The shortest and most effective course on sales
By Jack Daly
“Ask Questions and Listen”
See this short video http://tiny-link.com/vl.asp?h=68015165680JHANZZ&l
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Chasing the Money: Stop Trying to Raise. Start Trying to Sell!
by Steve Barsh
I’ve spoken with 5 different early stage companies in the last week that all seemed to be making the same mistake IMHO:
Trying to raise a serious seed or Series A round from VC’s,
no customers / users,
no revenue,
and have not tried to pre-sell to target customers.
The discussion was nearly always the same:
Entrepreneur
We have a [...]
Do you have customers or members?
By Seth Godin
If you changed your model to have members instead, what would that look like? If people had to subscribe, or be admitted, or apply… and if you had to please the membership, not convert new strangers.
The web likes businesses that have members.
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Too much free
By Seth Godin
If you want to know who’s a newbie on a film set, just watch what happens at lunch. Major films have huge buffets laid out for cast and crew, and the newcomers can’t resist. It’s FREE! Over time, of course, the old-timers come to the conclusion that it’s just lunch, and the crew [...]