Archive for sales

5 Twitter Lists That Will Give You a Competitive Edge

Would you like to have the inside scoop on what’s going on with your competitors, clients, or prospects? Of course you would, you’re in sales. Top sales pros are always looking for that extra piece of information to give them a competitive edge. Twitter lists are a powerful tool for gathering information and staying in […]

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SHiFT – Harness the Trigger Events that Turn Prospects into Customers

  I just finished reading Craig Elias’ and Tibor Shanto’s book Shift!: Harness The Trigger Events That Turn Prospects Into Customers. The main idea of the book is that you can greatly improve your sales by improving your timing – namely, after they experience a Trigger Event and before they talk to your competitors. The […]

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The Sandler Rules – 49 Timeless Selling Principles and How To Apply Them

If there is anything that professionals service providers hate worse than marketing, it is probably selling. I'm a big fan of the Sandler Sales system, and I've posted about it several times on this blog. I wish they had taught this stuff in college (but would I have been smart enough to take that class?). […]

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Attend This Sales Boot Camp and Finish 2009 Strong

My buddy Dan Stalp of Brooks Associates, Kansas City's Sandler Sales Trainer, will be conducting his full day Sales Boot Camp on Monday, June 29th. Here are a few things you will learn at the Boot Camp: How to get your prospects to make and keep commitments. How to shorten your sales cycle and reduce "think it […]

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Intuit Pays First Day of QBES Fees

Smart companies are always looking for ways to make it easier for people to buy their products and services. Many businesses considering purchasing Intuit QuickBooks Enterprise Solutions (QBES) are not accustomed to purchasing the services of valued added resellers (VARs) who sell and install this software. Intuit is working with their partner VARs to soften […]

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Kansas City Sales Training – Why Salespeople Fail

Dan Stalp, sales coach with Sandler Training – Brooks Associates and friend of the program, will be conducting one of his Executive Briefings this Friday, Jan 16th. The briefing runs from 7:30 am -9:30 am and includes a breakfast buffet. I work with Dan and have attended one of these briefings in the past. For […]

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Sales Lessons Learned At Panera Bread

When professionals strike out on their own, they seem to face their biggest challenges in the areas of sales and marketing. I know that sales has been a difficult area for me. The skills and attributes that make us good at technical and consulting work are not the same skills that are needed for sales. […]

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