recentpopularlog in

jerryking : selling   31

'Stigma' against sales jobs hinders Canadian companies' growth - The Globe and Mail
BEN FIRMAN
Contributed to The Globe and Mail
Published Monday, Jun. 20, 2016

Canada’s technology and innovation sector feels the negative impact of this problem more acutely than any other. As a nation we have a wealth of established and emerging technology firms that are developing amazing innovations, but the two biggest barriers to growth are a lack of investor capital and sales talent. The two are inextricably linked and one will typically reinforce the other. These critical barriers to growth precipitate the failure of many Canadian technology ventures and often see our success stories refocus their operations south of the border. Furthermore, it is not uncommon for Canadian technology ventures to sell at an early stage, perhaps prematurely due to a lack of strategic sales leadership and the necessary sales talent pool that would be needed to take their venture to the next stage.
Kitchener-Waterloo  start_ups  selling  sales  sellout_culture  software  stigmatization  salespeople  talent_pools 
june 2016 by jerryking
Natural born chillers
November 14.15, 2015 |FT | by Sophie Knight. Telling people it's good for the environment isn't good enough. You have to give them a motivation to buy it, such as it being healthier or cheaper.
motivations  green  selling 
november 2015 by jerryking
Venture Accelerator Overview
Sales Process Tools (Prospecting, Qualifying, Proposing, Closing, Roll-out)

Call Plans, Activity Targets, Sales Deliverables, Funnel Checklist, Forecast Process, Sales presentations, Sales Force Automation.
JCK  sales  sales_cycle  sales_presentations  sales_teams  sales_training  selling  templates 
december 2012 by jerryking
In a Downturn, Provoke Your Customers
March 2009 | HBR | by Philip Lay, Todd Hewlin, and Geoffrey Moore

The downturn is making it tougher than ever to make a sale. The companies you serve are slashing budgets. Senior executives—
not the managers you’ve traditionally dealt with—are now the decision makers. But you can motivate those executives to allocate funds for your offering—by using provocation-based selling:
• Identify a critical problem facing your customer—one so ominous that, even in a downturn, it will find the money to address it.
• Formulate a provocative view of the problem—a fresh perspective that frames the problem in a jarring new light.
• Lodge your provocation with an executive who has the power to approve the solution you’re proposing. To win support,convey the magnitude and intractability of the problem—without putting him on the defensive.
boldness  economic_downturn  fresh_eyes  Geoffrey_Moore  HBR  howto  pain_points  perspectives  problems  problem_solving  provocations  selling_the_problem  recessions  sales_cycle  selling  solutions 
august 2012 by jerryking
Selling into Micromarkets
July-August 2012 | HBR | by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami.
massive_data_sets  selling  HBR  micro-markets  microtargeting  B2B 
july 2012 by jerryking
Reeling In the Big One
Aug 1, 2004 | Inc. Magazine | Jess McCuan.
large_companies  negotiations  selling 
july 2012 by jerryking
"Portrait of a perfect salesman."
3 May 2012| Financial Times | Philip Delves Broughton.

Tips for closing any deal

Know the odds

Most salespeople face far more rejection than acceptance. Knowing how many calls or meetings it takes to make each sale helps develop the positive attitude vital to succeed. After all, 99 rejections may be just the prelude to that triumphant yes.

Find a selling environment that suits you

Some people are great seducers, others dogged persuaders. Some like to make lots of sales each day, others prefer making one a year. Some enjoy high financial incentives, others thrive on the human relationships. Decide who you are first, then find a sales role that suits your personality type.

Be your customer's partner not their adversary

Great salespeople create value around products and services that they can convey and deliver to their customers. Paying attention and acting in the interests of your customer rather than yourself is very difficult. But as information about price and features becomes more widely available, service and relationships become the real value in each sale.
sales  selling  Philip_Delves_Broughton  Salesforce  character_traits  personality_types/traits  customer_centricity  ratios  partnerships  relationships  rejections  salesmanship  salespeople  success_rates  customer_focus  pay_attention  positive_thinking  solutions  solution-finders 
may 2012 by jerryking
How to Hire A Sales Rep. pg. 2 of 2.
May 1994 | Nation's Business | by Jeanne W. Harvey
sales  hiring  selling  howto 
march 2012 by jerryking
How to Hire A Sales Rep. pg. 1 of 2
May 1994 | Nation's Business | Jeanne W. Harvey
howto  sales  selling  hiring 
march 2012 by jerryking
Working Wounded: Find Big-Time Success at Work - ABC News
Feb. 29, 2008 | ABC News | By BOB ROSNER. Dear Working
WOUNDED: I'm a decent salesperson, but no rainmaker. How do you become a
big-time salesperson? Answer: Rainmakers aren't witch doctors who
dance to make it rain. Rather, they're salespeople who see markets
overflowing where most of us see nothing but desert. Below, I've listed
three dos and one don't for making sales fall from the sky. For more,
check out Ford Harding's book, "Creating Rainmakers" (Wiley, 2006).
DO Listen and synthesize. - Mr. Average assumes his most important tool
to making a sale is his golden tongue. While Ms. Rainmaker knows that
it's her ears.
DO Make a friend, not a sale.
DO Always be on the lookout. - have your eye on the horizon for that
next big sale.
DON'T Be part of the pack - make opportunities. Find the
not-part-of-the-pack marketing strategy for your product or service.
rainmaking  sales  selling  tips  prospecting  listening  differentiation  mindsets  books  packaging  creating_opportunities 
december 2010 by jerryking
Heat up your cold calls
Aug 20, 1998 | Business Forms, Labels & Systems. Vol. 36, Iss. 16; pg. 20, 1 pgs | Barbara A Bucci. :
ProQuest  cold_calling  sales  selling 
december 2010 by jerryking
Dig It !: May 2009
Sales advice, recommendations and interesting,
useful and fun news from the world of selling!
sales  selling  advice 
december 2010 by jerryking
20 Ways to Derail a Successful Sales Career | Company Activities & Management > Sales & Selling from AllBusiness.com
September 1 2002 | American Salesman | Bill Brooks.

#4.. They fail to prospect. Perhaps the greatest cause of failure in
salespeople is an inconsistent flow of qualified prospects. What causes
this? Becoming overly comfortable with existing customers, believing you
are in control of your marketplace... the list is endless.
#17. They never learn how to ask questions. Remember earlier I discussed
the concept salespeople fail to ask the right questions ... this is a
corollary to that flaw. Asking questions in the correct order, and in a
way that is non-threatening, open-ended and qualitative in nature, is
essential to sales success.
complacency  sales  selling  prospecting  tips  questions  sequencing  non-threatening  open-ended  qualitative  asking_the_right_questions 
december 2010 by jerryking
Dear Book Lover: How to Get Kids to Read - WSJ.com
OCTOBER 1, 2010 | Wall Street Journal | By CYNTHIA CROSSEN.
I know libraries are under the budget gun today, but I wish they worked
a little harder at sales. "Too many libraries run like 'Helpy-Selfy
Supermarkets,'" wrote Margaret A. Edwards in her tart manual/memoir
about libraries and young adults, "The Fair Garden and the Swarm of
Beasts." "Many other institutions that serve the public and believe in
their product put skilled salespeople on the floor, not behind desks
waiting for the customer to approach them."
reading  howto  youth  libraries  books  cultural_institutions  sales  selling  memoirs 
october 2010 by jerryking
The Best Way to Shorten the Sales Cycle - Sales Strategies - Selling Skills
Aug 1, 2007 | Inc. Magazine | By Jeff Thull.
(Charles Waud & WaudWare)
To shorten the sales cycle, we must bring clarity to our customers. There are three
challenges to address if we want to shorten the sales cycle time. (1)
The "decision" challenge. The customer must have a high-quality decision
process with which to make this type of decision.(2) Is the customer
really ready to address the issue of "change."? (3) Can the customer
measure the "value" /impact of your solution? Does the customer have
enough knowledge or a method to measure the value your solution will
provide pre-sale, and worse, left on their own, are they able to measure
the value they have received from your solution post-sale?
buyer_choice_rejection  clarity  decision_making  high-quality  measurements  ROI  sales  sales_training  sales_cycle  selling  think_threes 
march 2010 by jerryking
How to sell innovation services?
23 August 2005 | CPH127 | by Magnus Christensson.It is through
looking at the patterns in customers’ stories that we can
provide our clients with a startlingly different and enormously useful
picture of the market and its direction — the most valuable input into
an innovation strategy that anyone can offer. If this (customer
research, future scenario) is our point of entry (and we deliver) we
might be able to overcome the first three issues and get the trust
needed to engage in further collaboration.
innovation  selling  marketing  howto  pattern_recognition  JCK  insights  customer_insights  storytelling 
june 2009 by jerryking
How to Land the Deal A Quick Course in the Basics of Selling to Business. - April 1, 2004
April 1, 2004 | Business 2.0 | By Brian Caulfield. (1) Be
Prepared (2) Master What You're Selling (3) Get Inside the Industry (4)
Look for Trouble (5) Know Who Your Friends Are (6) Find Out Who's Who
(7) Get In the Door (8) Make Your Pitch (9)
howto  selling  Sales  pitches  exits  B2B 
may 2009 by jerryking
Next in Line for Reinvention: The Art of Selling - WSJ.com
Jan. 28, 2008 | Wall Street Journal | by Phred Dvorak. Article
about Ram Charan's tips for rethinking sales. Includes tips for better
sales.
sales  selling  tips  Ram_Charan  gurus 
january 2009 by jerryking

Copy this bookmark:





to read