The Executive Sales Coach

Does the buyer’s perception of the sales process change throughout the selling process?
December 28, 2007, 12:05 PM
The buyer’s perception changes as a result of the salesperson’s perception of the selling process. Salespeople are often ready to provide immediate solutions to customers, before customers even need or want one. The more salespeople want the sale, the more resistance they may encounter, because they tend to serve their interests instead of the client’s. As buyers get closer to buying, they then expect more value, information, support and expertise from the salesperson. Here are some tips on how to maximize each selling opportunity.

CanDoGo Gets Great Reviews and Early Traction With CRM Venders
December 26, 2007, 4:55 PM
Back in October I shared with you the news about the launch of an exciting new company that every salesperson, business owner and sales manager needs to know about. CanDoGo.com. To build on this momentum, Maximizer recently signed up for CanDoGo’s alliance partner program. In addition to becoming an authorized reseller for CanDoGo, they developed a native integration in their current product offering, featured CanDoGo at their product launch and invited them to take main stage at their annual partner conference.

More Sales Tips for Salespeople and Vote for the #1 Sales Article of 2007!
December 17, 2007, 1:15 PM
Earlier this year, I was approached by the folks over at Top10SalesArticles.com about an article I had written which they were interested in republishing entitled, "Why Should I Talk to You?" Here's another great resource bank of articles you can tap into from a variety of writers sharing their perspectives on selling, cold calling, closing the sale and becoming a top salesperson. And while you're there, cast your vote for the Number One Sales Article for 2007. Did I mention one of final 9 articles happens to be mine?

The Top Radical Resolutions to Create Your Best Year Yet
December 14, 2007, 5:10 AM
With the dramatic changes in our economy and in our society, it's no wonder that many of us are asking ourselves, "Now what do I do?" while looking for more order and certainty in an uncertain world. The New Year brings the opportunity for change. For many us, it's the time to think about resolutions. Often these resolutions are the same ones that we make every year or the ones we only stick to for a few weeks. If it's ever been a struggle to create what you want most in the New Year or to keep to your resolutions, ...

A Friendlier Outlook on Cold Calling and Prospecting for New Business - Lets Go Shopping for Customers!
December 12, 2007, 4:45 PM
Just received a great comment on one of my prior posts which probably generated more feedback than any other blog I wrote, which was entitled, ""Never Make Cold Calls Again" and More Lies Deceptive Marketers Are Feeding You. JG suggested that there wasn't any other phrase to refer to the activity of cold calling in a way that would be more palatable. Lets see. The word, "prospecting" is synonymous with "searching, mining, seeking, and hunting." If you've ever looked for a job, purchased a home, went shopping at the mall, or searched for your ideal soul mate or relationship, then ...

Sales 2.0 - The Potential and Pitfalls in This Technological Era of Selling
December 10, 2007, 5:05 AM
Sales leaders, business owners and sales managers need to prepare for the next evolution of selling and what it’s going to take to make their sales team a leading force in their space. Sure, technology will automate and streamline many of the functions and tasks salespeople and management are currently responsible for. However, I have already seen the negative impact that some of these great advancements are having on sales teams across the globe as it relates to how salespeople are interacting with their prospects, customers even their managers. And then came some interesting comments about the future of salespeople.

The Salesperson's Guide to Gift-Giving-What to Consider Before Sharing the Joy
December 07, 2007, 5:05 AM
Anyone braving the shopping malls during the holiday season knows that finding the perfect gift for family or friends is not easy. Business gift-giving can be even more challenging. Choosing the right business gift requires more time and thoughtfulness. How do you go about selecting exactly the right gift for that important client? Tina LoSasso, Managing Editor of SalesDog.com, an online resource for sales professionals, recently sent me some valuable tips entitled, The Salesperson's Guide to Gift-Giving. And it certainly has some noteworthy points to consider during this holiday season. Here they are: ...

New Book: Top Dog Sales Secrets
December 06, 2007, 5:30 AM
I'm writing to introduce you to a remarkable new book that will teach you exactly how the top pros are selling more — right now. If I see a good deal, I feel it's part of my responsibility to let you know. So, here it is: I was honored to be chosen to contribute to TOP DOG SALES SECRETS because this new book is packed with real-life examples, successful scripts, and powerful, proven advice to show you how to rapidly increase your sales.

The Salesperson’s Guide to Gift-Giving
December 04, 2007, 1:25 PM
Anyone braving the shopping malls during the holiday season knows that finding the perfect gift for family or friends is not easy. Business gift-giving can be even more challenging. Choosing the right business gift requires more time and thoughtfulness. How do you go about selecting exactly the right gift for that important client? Here are some time-honored rules of thumb from the new sales advice book, Top Dog Sales Secrets.

The Top Nine Time Management Strategies to Take Charge of Your Day - #9 Plan For The Worst
December 03, 2007, 5:00 AM
In my nine part blog series entitled, The Top Nine Time Management Strategies to Take Charge of Your Day, here's the ninth time management tip that will enable you to take charge of your day as well as take control over your life and career; Plan For The Worst. We do our best to plan. Then, life gets in the way. Rather than plan our day from a position of this is the best case scenario (if all goes smoothly and according to plan with no distractions) plan for the worst.