Crowdsourcing in the College Classroom and Implications For HR
I recently read this excellent article on crowdsourcing which explores ways in which the tool is expanding in different fields. Here are five of the best examples they came up with: GrouperEye: This “survival of the fittest” project was started by and for college students looking for contract gigs. Businesses post a case on GrouperEye’s website [...]
Continue reading...Sales Training Tip #348: Make Progress by Slowing Down
Wednesday, July 7, 2010 in Sales Training Blog
Want to accelerate your sales and your sales motivation? A good place to start is to slow down. What do I mean? Well, our “information society” has too often resulted in “information overload.” If the noise is getting a bit loud and distracting, consider regaining your focus. One way to do this is to NOT add [...]
Continue reading...Could Facebook Kill Your Sales Motivation?
Wednesday, July 7, 2010 in Sales Training Blog
Recently, I was asked by a very competent salesperson if I felt having a Facebook account could hurt a person’s sales motivation. Like so many other things with social media, there are two answers: Yes and No. First the Yes. It can hurt your sales motivation if you either spend too much time on Facebook when [...]
Continue reading...Key Word Searches and Their Impact On Sales
Sunday, July 4, 2010 in Sales Training Blog
Great article in the Wall Street Journal on July 1 (http://bit.ly/9gur3R) regarding the use of key words and their impact on sales. Long-story short, the article talks about how one company did a pay-per-click strategy around key words and it worked and another company tried it and failed. My take is very simple: Don’t do pay-per-click [...]
Continue reading...2010 Goals: Where Do You Stand?
Thursday, July 1, 2010 in Sales Training Blog
The first half of 2010 is gone. It’s time to assess where you’re at with your goals and your sales motivation. Take time to look at your goals and find those areas where you’ve done well — either you’re on track or ahead of plan. Congratulate yourself! You have worked hard and deserve to appreciate [...]
Continue reading...Sales Training Tip #346: Physical Product? Service Is Still Your Business
Thursday, July 1, 2010 in Sales Training Blog
Do you sell a physical product? Your role as a salesperson is still to behave as if you’re a service company. The first step in breaking the paradigm of features and benefits is to view what you sell as a service. Recently I was working with a group of very seasoned salespeople who sold very premium [...]
Continue reading...Is Broadcast Dead? Possibly. “Mecast” has Taken Over.
Thursday, July 1, 2010 in Sales Training Blog
Broadcast is likely dead (or dying) and it has been replaced with “mecast” instead. The only people who don’t know “broadcast” is dead are those people still working in broadcast media like NBC, USA Today, Westwood One, etc. Unfortunately, people have been advocating we’ve moved from broadcast to narrowcast. I know I was saying this for [...]
Continue reading...Taking Orders is Not Selling!
Sunday, June 27, 2010 in Sales Training Blog
I still hear of customers who are complaining about their sales being soft and how their business is down compared to several years ago. When I probe them as to how they were able to achieve their sales success in the past, it winds up being that they were able to merely answer the phone. [...]
Continue reading...Sales Training Tip #345: What is Your Advantage?
Thursday, June 24, 2010 in Sales Training Blog
Your level of knowledge is your sustainable advantage vs. your competitor’s. In the past year I’ve made three trips to Asia, and on each one I’ve encountered sales people dealing with the age old problem of having to cut prices. Their problem is compounded because they’ve built their businesses on the premise of offering what they [...]
Continue reading...Selling in the Global Market
Thursday, June 24, 2010 in Sales Training Blog
I’ve made three trips to Asia in the past year, and each time I continue to pick up new ideas regarding selling. These ideas not only benefit my Asian clients, but also benefit my clients wherever they are. The more I travel around the world, the more I see how closely linked sales processes are among [...]
Continue reading...Top 10 Benefits?
Monday, June 21, 2010 in Sales Training Blog
Do you know what the top 10 benefits are that you offer your customers? Can you state them off the top of your head? Are they benefits you’ve come up with or are they the benefits your customers have told you? What are the top 10 benefits of your customer’s customers? When I work with salespeople, [...]
Continue reading...Best Buy: Using Crowdsourcing For Human Resources
Saturday, June 19, 2010 in Uncategorized
Affinity groups have been around for some time in forward thinking companies. But now some of these companies are taking Affinity Groups to a new level: they are using them to crowdsource new products and services. Consider Best Buy: While sales in 2009 accounted for roughly 22% of U.S. consumer electronics sales, its share of sales [...]
Continue reading...Best Buy: Crowdsourcing Women’s Affinity Groups To Suggest New Products
Friday, June 18, 2010 in Uncategorized
Affinity groups have been around for some time in forward thinking companies. But now some of these companies are taking Affinity Groups to a new level: they are using them to crowdsource new products and services. Consider Best Buy: While sales in 2009 accounted for roughly 22% of U.S. consumer electronics sales, its share of sales [...]
Continue reading...Sales Training Tip #344: What You Sell is Irrelevant
Friday, June 18, 2010 in Sales Training Blog
What you sell is irrelevant. It’s what people buy from you that’s important. This week’s tip requires a little thinking but I view it this way: If I offer you a steak dinner but you don’t eat it, then what’s the point of me offering you a steak dinner? Sometimes we get so caught up trying [...]
Continue reading...Good Market? Bad Market? Get Over It!
Friday, June 18, 2010 in Sales Training Blog
I’m tired of hearing people say why their numbers are soft. When people start whining this to me, they always mask it in the context that the industry is down or there is something else outside their control causing sales to slow. I hate this type of conversation. The only thing it leads to is salespeople [...]
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Friday, July 23, 2010 in Uncategorized
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