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Yawn. Sales listless? Rally the troops!

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Guest Blogger |
Sales |
Fri, 04/10/2015 - 19:43

Kevin P. Glynn, Lighthouse Strategic Partners

As the business owner and often lead sales producer are you just not enthused anymore? Is your sales force coming up with more excuses than sales?

Bugle call! Perhaps it is now time to start retraining and motivating you and your sales force. The past several years have been difficult for most businesses. Many companies are just now beginning to emerge with the current economic improvements. Is it time to reengage and become more aggressive as sales people?

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7 Ways to Handle The “Too Expensive” Objection and Close More Sales

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Guest Blogger |
Sales |
Mon, 04/06/2015 - 20:51

Martin Limbeck, Author, NO Is Short for Next Opportunity – How Top Sales Professionals Think

It’s happened to even the best sales professionals and business leaders: you give a stellar presentation and everything is going smoothly. You’re pretty sure you’ve got the deal in the bag and then it happens: the client says, “I’m sorry. We really like what you have to offer, but it’s too expensive for us at this time.”

But before you panic, all is not lost. Price is one of the most common objections we get in sales. After all, who wouldn’t want to pay less? Next time you find yourself in this situation, take a deep breath, relax and try some of these techniques to help you seal the deal.

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What is a BRAND? by Scott Deming

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Scott Deming |
Strategy - Small Business - Entrepreneurship - Leadership - Management - Sales - Marketing - Business Ops. |
Tue, 03/31/2015 - 19:27

~~I was recently asked a common question during a Q&A. “What is a brand?” Believe it or not, I get asked this question all the time, simply because the word “brand” carries with it many different definitions. Depending on what one does for a living, what they’ve heard, what they’ve learned, or how they perceive their own “brand” the word has different meanings to different people. Some common definitions of brand are: a logo; a company; a product; a jingle; a trademark. Others think branding is advertising and marketing.

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Maintain your resolution to start a selling revolution

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Guest Blogger |
Sales |
Sat, 03/28/2015 - 00:23

Lewie Miller, CEO, Qvidian

We’re nearly three months into 2015. Have your New Year’s resolutions begun to fade? Are your best intentions falling by the wayside? If so, you’re not alone. It doesn’t take too long for the gyms to empty out and healthy eating “cheat” days to become more and more frequent. However, while personal goals may be slipping a bit, it is important to stay true to your professional resolutions. It may seem like a chore now and be so easy to fall back into your old routines, but staying committed to your resolution of finding innovative solutions to support your sales team will help you meet end of year financial goals and eliminate some of that the end of year quota rush agita.

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How to Increase Sales with Emotionally-Driven Brand Names

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Guest Blogger |
Sales - Marketing |
Tue, 02/03/2015 - 18:55

Alexandra Watkins, Founder & Chief Innovation Officer, Eat My Words

During the past 15 years, as the founder and Chief Innovation Officer of a branding firm that specializes in creating names for new products, companies and services, I’m often asked how a name change impacts revenue.

While you can certainly measure sales before and after name change, full credit cannot generally be given to the new name alone because rebranding efforts generally involve a new visual identity, advertising, public relations, and social media.