Making Money Mondays: Break a sales slump: six tips for sales managers
Sales managers often encounter cases where a sales rep is in a slump and needs help. One-size-fits all solutions don’t work. Instead, try one of the following field-tested ideas. Reconnect …
Guest Article: Establishing Trust & Rapport in NON Face-to-Face Situations
Enjoy today’s guest post from Engage Private Coaching Client Doreen Ashton Wagner, Chief Strategist, www.greenfield-services.ca Establishing Trust & Rapport in NON Face-to-Face Situations When I was approached to write this …
Making Money Monday: To channel or not to channel
Managers and owners of early-stage companies are often tempted to adopt a channel program versus having a sales team, thinking it will generate sales quickly without staffing headaches. However, it’s …
Build a Client Attraction System: A vital component in your selling arsenal in today’s economy
Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise …
Making Money Monday: How to defend against a price-lowering competitor
In a tough economy, many businesses panic and start competing on price alone. You don’t have to make that same mistake. Fight back by concentrating on your strongest asset—the value …
You Can’t Make this Stuff Up
I had a Diner’s Club Card 15 years ago when I worked for PS Software and before we were bought by OpenText. The card was cancelled when we switched to …
Creating a Culture for Sales Success: Steps You Can Take Now to Ensure Success in 2012!
I’ll be reviewing these specific strategies to making 2012 your team’s best year yet, this Thursday at 1pm Eastern on my brand new, complimentary 60-minute webinar: “Creating a Culture for Sales Success”. You can register instantly right now by clicking here: www.EngageSelling.com/success2012
Making Money Monday: Letting go and moving on
Unresolved issues with a customer can grow into a big problem, causing friction and sapping your time. Your professional reputation is at stake! Forgive and move on. Mastering this skill …
Build a Client Retention System: Selling more in less time includes making sure you look after existing clients
In an earlier article, I spoke about how important it is for sales professionals to fine-tune the way they attract new clients. The same is true of client retentions. To …
Tips for hiring for first Sales Manager part 1
For a startup, hiring that very first sales manager can be a daunting task. Until now, you may have been driving sales yourself, or a focus on bringing your product …
2011 Books worth Reading
2011 was not a heavy reading year for me – 2012 promises to change that! Despite the lack of volume I did manage to read some amazing books for pleasure …
Everyone is Local: Using Localized Social Proof to Increase Conversions
Every week I am reminded that I am Canadian by members of our community. Every time I send out an e-mail, I inevitably get notes back complaining about my spelling. …
